Michael Richter
International marketing and sales consultant
Hauptstrasse 27
DE-88422 Seekirch
Tel: +49(0)7582-933371
Fax: +49(0)7582-933372
E-Mail: michael.richter@marketing-und-vertrieb-international.de
Dictionary for strategic marketing - ... marketing is ...
Dictionary
That 'sales' is an especially complex field of a lot of interdependences and therefore its productivity can't be measured easily is undisputed.
For this reason in practice very often a certain 'muddling' is more represented than 'management'.The reasons are simple:
In sales there work people with people and try using skilled communication to sell products.
How shall we use targeted action to increase the productivity ?
- Studies show that the sales field is handled relatively unsystematic.
- The question of the 'productivity' does not make an exception here.
- However, it is only 'sales' where the turnover/profits are generated.
- Insofar it is hard to understand how some companies virtually fly blindly in this field.
- In order, however, to increase the productivity in this important field of the company significantly and sustainably a profound knowledge of the complex and holistic view of the interdenpendences is needed.
Experts proceed on the assumption that a methodical triple step - consisting out of analysis, structuring and synthesis - will be the best way to separate problem areas in sales, optimize them and restructure them into the whole organizational truth.
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