The Effect of Solution Transition on Steering the Sales Force: For New Marketing and Sales Metrics

Released on by Julien Schnerrer
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  • The Effect of Solution Transition on Steering the Sales Force: For New Marketing and Sales Metrics Book Detail

  • Author : Julien Schnerrer
  • Release Date : 2014-02-01
  • Publisher : Anchor Academic Publishing (aap_verlag)
  • Genre : Business & Economics
  • Pages : 76
  • ISBN 13 : 3954895919
  • File Size : 83,83 MB
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The Effect of Solution Transition on Steering the Sales Force: For New Marketing and Sales Metrics by Julien Schnerrer PDF Summary

Book Description: The objective of this study is to provide a metric that helps to assess the solution readiness status of a firm’s sales force. Sales are often considered as part of a marketing strategy. It will be analyzed to what extent this perspective is justified and how this is influenced by the emergence of solutions. Besides, an overview about the sales marketing interface will be given to raise the awareness of this topic. Furthermore, this study will increase the understanding of the reader about applied metric concepts in marketing departments that can be found in existing firms today. It will be demonstrated how shareholder value influenced the design and why these metrics are not aligned with the latest study of firm value.

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