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Strategisches Vertriebsmanagement

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Brand
Springer Nature
Manufacturer
N/A
Part Number
0
GTIN
9783658222017
Condition
New
Product Description

Dieses Buch zeigt, wie strategisches Vertriebsmanagement in mittelstndischen B2B-Mrkten systematisch und erfolgreich eingefhrt werden kann. Die digitale Transformation erhht den Anpassungsdruck auf etablierte B2B-Geschftsmodelle und traditionell geprgte Vertriebsanstze. Die Digitalisierung bietet aber zugleich eine Vielfalt neuer Mglichkeiten fr den Vertrieb. Die Autoren stellen einen umfassenden Methodenbaukasten fr die Einfhrung eines strategischen Vertriebsmanagements mit den Aufgabenfeldern Markt, Kunden, Portfolio, Vertriebskanal, Organisation und Steuerung vor. Das Buch bietet zudem Fragenkataloge zur Selbsteinschtzung sowie Bewertung der aus der digitalen Transformation resultierenden Chancen und Vernderungen.

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