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Erfolgreiche und profitable Vertriebssteuerung

Erfolgreiche und profitable Vertriebssteuerung

          
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About the Book

Ohne die richtigen Zahlen, Daten und Fakten ist die Arbeit des Vertriebes wie ein Blindflug ohne Instrumente. Der Vertrieb benötigt zeitnahe und fundierte Analysen. Nur mit diesen wertvollen Informationen kann der Vertrieb zielgerichtet die richtigen Dinge tun. Die Aufgabe des Vertriebscontrollings ist; es für den Vertrieb hilfreiche Analysen durchzuführen, notwendige Informationen bereit zu stellen und Verbesserungsmöglichkeiten aufzuzeigen. Die Ergebnisse der Vertriebsaktivitäten haben einen erheblichen Einfluss auf das Unternehmensergebnis. Daher muss der Vertrieb folgende zehn Kernfragen beantworten können: 1. Welche Zuständigkeiten, Aufgaben und Ziele hat Ihr Vertrieb und sind die Verantwortlichkeiten klar geregelt und transparent dokumentiert? 2. Sind alle Verkaufsaktivitäten und ihre Organisation konsequent auf die Zielmärkte und die selektierten Zielgruppen ausgerichtet? 3. Welches sind die wichtigsten Gewinntreiber für Ihr Geschäft und welche Rolle hat der Vertrieb dabei? Sind alle Verträge auf die Gewinntreiber ausgerichtet? 4. Gibt es ein ertragreiches und zukunftsträchtiges Produktmix und einen profitablen Kundenstamm? 5. Kennt Ihr Vertrieb das Gebietspotential bei bestehenden Kunden und bei potentiellen Kunden? 6. Kennen Sie den Wettbewerb? Was macht der Wettbewerb besser und was können Sie davon lernen? 7. Was sind die Kern-Bedürfnisse Ihrer Zielgruppen? Warum kaufen die Kunden ihre Produkte? Welches sind ihre Alleinstellungsmerkmale (USP)? 8. Wie werden Kontaktdaten und Vertriebsaktivitäten dokumentiert? 9. Stehen dem Vertrieb alle relevanten Kennzahlen zeitnah und aktuell zur Verfügung und existiert ein gleiches Verständnis über diese Kennzahlen? 10. Existieren Verkaufsprognosen für die nächsten Monate/Jahre? Interessante Fragen? Fliegen Sie auch noch blind? Stoppen Sie es, lesen Sie dieses Buch! Denn ein Blindflug bedeutet ein unnötiges unternehmerisches Risiko.


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Product Details
  • ISBN-13: 9783732246441
  • Publisher: Books on Demand
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 4 mm
  • Weight: 104 gr
  • ISBN-10: 3732246442
  • Publisher Date: 21 Jun 2013
  • Height: 210 mm
  • No of Pages: 78
  • Series Title: German
  • Sub Title: Praxis-Leitfaden: Die 100 wichtigsten Vertriebs- und Marketingkennzahlen verstehen
  • Width: 148 mm


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