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Strategische Vertriebssteuerung: Instrumente Zur Absatzförderung Und Kundenbindung by Harald Ackerschott

Strategische Vertriebssteuerung: Instrumente Zur Absatzförderung Und Kundenbindung

by Harald Ackerschott
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Book cover type: Paperback
  • ISBN13: 9783322871664
  • Binding: Paperback
  • Subject: N/A
  • Publisher: Gabler Verlag
  • Publisher Imprint: Gabler Verlag
  • Publication Date:
  • Pages: 259
  • Original Price: EUR 51.39
  • Language: German
  • Edition: Softcover Repri
  • Item Weight: 318 grams
  • BISAC Subject(s): Management

Wer seine Wettbewerbssituation sichern will, muss Kundenbeziehungen aktiv gestalten, Kaufprozesse grundlegend analysieren und sich auf ausgew�hlte Kunden konzentrieren. Harald Ackerschott, Strategie-Experte f�r Vertrieb, Marketing und Service, stellt praxiserprobte Instrumente vor, um individuelle Kundenbindungsstrategien systematisch zu entwickeln.
"Strategische Vertriebssteuerung" beleuchtet dar�ber hinaus Aspekte der Kundenzufriedenheitsmessung, Besonderheiten bei der Zusammenarbeit mit Vertriebspartnern sowie die Beziehung zwischen Vertriebssteuerungsmodell und CRM. Neben zahlreichen inhaltlichen Aktualisierungen ist die Neuauflage um den Aspekt des wertorientierten Kundenportfolio-Managements erweitert worden.

Das Buch bietet Planungssicherheit f�r die Absatzprognose und konkrete Ma nahmen f�r die Strategieformulierung und -umsetzung.

Harald Ackerschott, Diplommathematiker mit Zusatzstudium Organisationslehre, ist seit 1988 Geschäftsführer der Ackerschott Unternehmensberatung, die auf die strategische Ausrichtung von Vertrieb, Marketing und Service spezialisiert ist. Er ist Dozent im Fachbereich Wirtschaft der Fachhochschule Bielefeld und Autor zahlreicher Veröffentlichungen, darunter des bei Gabler erschienenen Titels "Wissensmanagement für Marketing und Vertrieb" (2001).

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