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Praxishandbuch Big Deal Management: Analysen, Strategien und Lösungen in der Big Deal Domination Map by Kai Pastuch

Praxishandbuch Big Deal Management: Analysen, Strategien und Lösungen in der Big Deal Domination Map

by Kai Pastuch , Oliver Roll , Gregor Buchwald
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Book cover type: Hardcover
  • ISBN13: 9783347283435
  • Binding: Hardcover
  • Subject: N/A
  • Publisher: Tredition Gmbh
  • Publisher Imprint: Tredition Gmbh
  • Publication Date:
  • Pages: 168
  • Original Price: USD 38.99
  • Language: German
  • Edition: 1
  • Item Weight: 472 grams
  • BISAC Subject(s): Finance / General

Wenn wichtige Gro kunden und Projekte einen zentralen Wertbeitrag zu dem Erfolg Ihres Unternehmens liefern, ist ein systematisches Big Deal Management nicht nur profitbringend, sondern dringend erforderlich, um unter zunehmendem Konkurrenzdruck nicht ins Hintertreffen zu geraten. Während in vielen Unternehmen Kernprozesse der Produktion im Detail optimiert werden, wird der Abschluss von Big Deals oft fälschlicherweise als isoliertes Projekt verstanden. Vielen Unternehmen entgeht so die Möglichkeit zum organisatorischen Lernen und der damit verbundenen systematischen Optimierung des Vertriebsansatzes. Durch ein dediziertes Big Deal Management mit durchgehendem Vertriebsprozess kann ein gut aufgestelltes Unternehmen den Ertrag mit erfolgreichen Big Deals signifikant und nachhaltig steigern. Als Partner bei Prof. Roll & Pastuch - Management Consultants, einer von WirtschaftsWoche und Capital wiederholt als "Beste Beratung für Marketing und Vertrieb" ausgezeichneten Vertriebs- und Pricingberatung, möchten wir Sie in diesem Buch an den Methoden der erfolgreichsten B2B-Vertriebe unter den deutschen Top-Unternehmen teilhaben lassen. Begleiten Sie uns bei unserer Reise entlang der Big Deal Domination Map, einem vielfach praxiserprobten Modell, das den Big Deal als einen durchgängigen Prozess versteht und ihn entlang seines gesamten Lebenszyklus begleitet. Dieser ganzheitliche Ansatz befähigt Ihr Unternehmen, systematisch Gelegenheiten zu identifizieren, Potenziale zu entwickeln und diese ertragswirksam zum Abschluss zu bringen. Lernen Sie von den besten Vertriebsmanagern und bringen Sie Ihr Unternehmen weiter voran auf dem Weg zur Big Deal Excellence.

Dipl.-Wirtschaftsinformatiker Kai Pastuch ist Geschäftsführer der Unternehmensberatung Prof. Roll & Pastuch - Management Consultants. Herr Pastuch besitzt umfassende Expertise aus zahlreichen Vertriebs- und Pricing Projekten für den deutschen Mittelstand und internationale Großunternehmen. Er ist Autor zahlreicher Veröffentlichungen und gefragter Referent auf Fachtagungen und Konferenzen. Zuvor war er Director bei einer internationalen Marketingberatung.

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