What does the book contain?

This sales compendium reflects best practice strategies and concepts from the field: Seventy business owners, founders, high-ranking executives, and specialized management consultants describe their most successful sales concepts in international competition. Across industries, expert knowledge from decision-makers and those responsible for implementing competitive market and customer strategies is compiled and presented as successful concepts for the daily struggle for orders and customers in everyday business.

• Decision-making knowledge for sales success in international competition
  From practice for practice.

The sales compendium discusses the following areas of action in sales market development:

• Guiding principles: Vision, mission and values

• Strategy: Key factors, internationalization, network management, customer segmentation, cross-selling models, service as a value factor, pricing

• Core sales processes: New customer acquisition, selling & negotiating

• Structures & Systems: Organization, Personnel, Leadership & Control

• Sales & Change Processes

Who is ‘The Sales Compendium’ for, and what purpose does it serve?
The sales compendium is aimed at today's and tomorrow's market managers: executives and performance managers of companies of all sizes with a market and customer focus, as well as students with an interest in sales-oriented professional development.

What makes the sales compendium special, what benefits does it offer?
This sales compendium presents pragmatic sales strategies, their operational implementation, and practical application from an authentic, real-world perspective. It provides a comprehensive resource for sales success in daily customer interactions across diverse industries and market segments, serving as a platform for experience and creativity, guiding the development of effective business market and customer strategies. Success will lead to better utilization of existing customer potential and the acquisition of new customers.