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Praxishandbuch Big Deal Management

Praxishandbuch Big Deal Management


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About the Book

Wenn wichtige Großkunden und Projekte einen zentralen Wertbeitrag zu dem Erfolg Ihres Unternehmens liefern, ist ein systematisches Big Deal Management nicht nur profitbringend, sondern dringend erforderlich, um unter zunehmendem Konkurrenzdruck nicht ins Hintertreffen zu geraten. Während in vielen Unternehmen Kernprozesse der Produktion im Detail optimiert werden, wird der Abschluss von Big Deals oft fälschlicherweise als isoliertes Projekt verstanden. Vielen Unternehmen entgeht so die Möglichkeit zum organisatorischen Lernen und der damit verbundenen systematischen Optimierung des Vertriebsansatzes. Durch ein dediziertes Big Deal Management mit durchgehendem Vertriebsprozess kann ein gut aufgestelltes Unternehmen den Ertrag mit erfolgreichen Big Deals signifikant und nachhaltig steigern. Als Partner bei Prof. Roll & Pastuch - Management Consultants, einer von WirtschaftsWoche und Capital wiederholt als "Beste Beratung für Marketing und Vertrieb" ausgezeichneten Vertriebs- und Pricingberatung, möchten wir Sie in diesem Buch an den Methoden der erfolgreichsten B2B-Vertriebe unter den deutschen Top-Unternehmen teilhaben lassen. Begleiten Sie uns bei unserer Reise entlang der Big Deal Domination Map, einem vielfach praxiserprobten Modell, das den Big Deal als einen durchgängigen Prozess versteht und ihn entlang seines gesamten Lebenszyklus begleitet. Dieser ganzheitliche Ansatz befähigt Ihr Unternehmen, systematisch Gelegenheiten zu identifizieren, Potenziale zu entwickeln und diese ertragswirksam zum Abschluss zu bringen. Lernen Sie von den besten Vertriebsmanagern und bringen Sie Ihr Unternehmen weiter voran auf dem Weg zur Big Deal Excellence.
About the Author: Dipl.-Wirtschaftsinformatiker Kai Pastuch ist Geschäftsführer der Unternehmensberatung Prof. Roll & Pastuch - Management Consultants. Herr Pastuch besitzt umfassende Expertise aus zahlreichen Vertriebs- und Pricing Projekten für den deutschen Mittelstand und internationale Großunternehmen. Er ist Autor zahlreicher Veröffentlichungen und gefragter Referent auf Fachtagungen und Konferenzen. Zuvor war er Director bei einer internationalen Marketingberatung.


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Product Details
  • ISBN-13: 9783347283435
  • Publisher: Tredition Gmbh
  • Publisher Imprint: Tredition Gmbh
  • Height: 244 mm
  • No of Pages: 168
  • Spine Width: 11 mm
  • Weight: 521 gr
  • ISBN-10: 3347283430
  • Publisher Date: 25 May 2021
  • Binding: Hardback
  • Language: German
  • Returnable: N
  • Sub Title: Analysen, Strategien und Lösungen in der Big Deal Domination Map
  • Width: 170 mm


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