000			02751nam a2200229 i 4500
003			MIUC
005			20200219093845.0
008			171226s2014 gw a 001 | eng
020			_a9783658063511
040			_aMIUC _beng _cMIUC
082	0		_a658.81
100	1		_93154 _aLasko, Wolf
245	1	0	_aInternational sales steering by result framing : _bhow to ensure your sales results on a global level / _cWolf W. Lasko, Lara M. Lasko.
260			_aDeustche : _bSpringer, _c2014.
300			_a231 p. ; _c24 cm.
336			_2rdacontent _atext
505	0		_aPt. 1. The exigency of a new sales steering by result framing -- Ch. 1. Result frames provide a sturdy frame of orientation and behavior -- Ch. 2. Result frames enable reliable project steering -- Ch. 3. Result frames replace motivation -- Ch. 4. Result frames take hold faster than change processes -- Ch. 5. Result frames prevent unproductive data floods -- Ch. 6. Result frames are also effective with complex IT -- Ch. 7. Result frames provide action impulses instead of ex-post intelligence -- Ch. 8. Result frames have clearly defined sales steering instruments -- Ch. 9. Result frames support informational learning -- Ch. 10. Result frames can be used globally -- Pt. 2. The innovative force of the eight sales steering instruments -- Ch. 11. Points of difference -- Ch. 12. Potential lines -- Ch. 13. Winning new customers -- Ch. 14. Potentials matrix -- Ch. 15. Political poster -- Ch. 16. Success platform -- Ch. 17. Negotiation -- Ch. 18. Charisma -- Pt. 3. Practical use of sales steering instruments -- Ch. 19. Variable utilization of instruments -- Ch. 20. Implementation in pragmatic action programs -- Ch. 21. Helpful drivers -- Ch. 22. Obstructive snares.
520			_aThis book provides sales management with a new steering tool that is oriented toward future revenue and profits while setting new, concise, and directly applicable work frames. These work frames are necessary because many companies feel that their spending on training their sales force is a waste of time and money; they complain about the lack of improvement and continued low performance. The authors explain why the outlook for current sales steering – as it is practiced in many companies acting on an international scale – is rather bleak and why this highly dissatisfactory entrepreneurial situation must be urgently corrected. These leadership deficits can, from the authors' point of view, be compensated only with the installation of a mindset and a scope of action that is strictly aligned toward company success: sales steering by result framing.
650		0	_93127 _aSales management
700	1		_4aut _93155 _aLasko, Lara
942			_2ddc _cBK