Pipeline-basierte Vertriebssteuerung by Benedikt Neufang
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Pipeline-basierte Vertriebssteuerung

Pipeline-basierte Vertriebssteuerung


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About the Book

Die effektive und effiziente Arbeit ihrer Vertriebsmannschaften ist für viele Unternehmen einer der zentralen Erfolgshebel. Daher kreisen intensive Diskussionen unter Praktikern und innerhalb der Management-Literatur um immer neue Konzepte und Ansatzpunkte in der Vertriebssteuerung. Das Konzept des "Pipeline Management" gilt vielen Befürwortern als besonders erfolgversprechend. Benedikt Neufang ordnet diesen Ansatz als "Pipeline-basierte Vertriebssteuerung" in die wissenschaftliche Literatur ein und beobachtet in vier Fallstudien, wie unterschiedlich Unternehmen das Konzept in der Praxis umsetzen. Die wissenschaftliche Literatur hat - unabhängig von dem Kontext der Arbeit - Theorien und Hypothesen entwickelt, um zu erklären, warum Unternehmen ihre Mitarbeiter auf unterschiedliche Weisen steuern. Benedikt Neufang entwickelt für ausgewählte Theorien eigene Brückenhypothesen zur Umsetzung von Pipeline-basierter Vertriebssteuerung und diskutiert diese vor dem Hintergrund seiner Beobachtungen. Mit seiner Arbeit zeigt er, dass neben rationalen Kosten-Nutzen-Überlegungen vor allem die persönlichen Erfahrungen und Überzeugungen der Vertriebsleiter für die Form der Vertriebssteuerung ausschlaggebend sind. Die WHU on Sales - Research Series publiziert praxisnahe Forschung zum Vertrieb. Sie richtet sich an Wissenschaftlicher, Studierende und wissenschaftlich interessierte Manager in Vertrieb und Marketing.


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Product Details
  • ISBN-13: 9783746993997
  • Publisher: Bod Third Party Titles
  • Publisher Imprint: Whu Publishing
  • Height: 244 mm
  • No of Pages: 256
  • Spine Width: 14 mm
  • Weight: 462 gr
  • ISBN-10: 3746993997
  • Publisher Date: 21 Feb 2019
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Sub Title: Fallstudien und Theorien
  • Width: 170 mm

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