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024 7 $a10.1007/978-3-319-61174-7
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035   $a(DE-He213)978-3-319-61174-7
035   $a(PPN)222235047
035   $a(EXLCZ)993780000000451119
100   $a20170804d2018      u|             0
101 0 $aeng
135   $aurcnu||||||||
181   $ctxt$2rdacontent
182   $cc$2rdamedia
183   $2rdacarrier
200 14$aThe Quintessence of Sales$b[electronic resource] $eWhat You Really Need to Know to Be Successful in Sales /$fby Stefan Hase, Corinna Busch
205   $a1st ed. 2018.
210  1$aCham :$cSpringer International Publishing :$cImprint: Springer,$d2018.
215   $a1 online resource (131 pages) $cillustrations, tables
225 1 $aQuintessence Series,$x2195-4941
311   $a3-319-61172-0 
320   $aIncludes bibliographical references.
327   $aIntroduction: Essential Sales Know-How -- The Dawn of the Sales Age: A First Basic Understanding -- The Sales Process -- The Sales Environment -- The Sales Team -- Sales Management -- Conclusion: Managing Sales Activities.
330   $aThis book from the Quintessence series offers essential know-how on the theory and practice of sales, the main turnover and value driver of any business. Sales can be seen as the ?front line? where key business successes are prepared and put into practice. Sales managers and salespeople, but also professionals from production, technology, and marketing will benefit from the concise presentation of the relevant topics. Having read this book, you should have a good understanding of the key stages of the sales process from acquiring new clients (or selling to old ones) to closing the deal, and be familiar with the most typical sales performance issues described here. Moreover, in order to create a strong sales environment, you will know which qualities are needed both by sales leaders and ideal salespersons, and how to build a winning sales team and a high-quality sales organisation. Finally, by applying the principles of sales-centric business management, you will be readily equipped for immediate and lasting sales success.
410  0$aQuintessence Series,$x2195-4941
606   $aSales management
606   $aMarketing
606   $aLeadership
606   $aOrganization
606   $aPlanning
606   $aPersonnel management
606   $aSales/Distribution$3https://scigraph.springernature.com/ontologies/product-market-codes/524000
606   $aMarketing$3https://scigraph.springernature.com/ontologies/product-market-codes/513000
606   $aBusiness Strategy/Leadership$3https://scigraph.springernature.com/ontologies/product-market-codes/515010
606   $aOrganization$3https://scigraph.springernature.com/ontologies/product-market-codes/516000
606   $aHuman Resource Management$3https://scigraph.springernature.com/ontologies/product-market-codes/517000
615  0$aSales management.
615  0$aMarketing.
615  0$aLeadership.
615  0$aOrganization.
615  0$aPlanning.
615  0$aPersonnel management.
615 14$aSales/Distribution.
615 24$aMarketing.
615 24$aBusiness Strategy/Leadership.
615 24$aOrganization.
615 24$aHuman Resource Management.
676   $a341.57
700   $aHase$b Stefan$4aut$4http://id.loc.gov/vocabulary/relators/aut$01059965
702   $aBusch$b Corinna$4aut$4http://id.loc.gov/vocabulary/relators/aut
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910298205003321
996   $aThe Quintessence of Sales$92510007
997   $aUNINA