Böcker av Manuel Beck

This book explains how organizations can build new sales structures or assess and optimize existing ones. In volatile times with high customer expectations and interchangeable products and services, sales organizations need to be rethought or even completely restructured. Often, they are historically developed, outdated, and operate rigidly, with hybrid approaches frequently being overlooked.The author explains how decision-makers can systematically develop a detailed understanding of the market, customers, and organization to optimize their sales channels and remain competitive. The book provides a structured approach, detailing which employees and departments need to be involved and coordinated, and how the analysis, planning, and implementation can succeed in each specific task area within the company-integrated, deliberate, and flexible. This book is for anyone looking to ensure a sustainable and successful future for their business.Contents Importance of strategic sales structuring The Market: Building a detailed understanding of the market and competition The Customer: Developing a detailed understanding of buyers and customers The Sales Channel: Determining sales channels and structuring options The Organization: Integrating and coordinating sales channels The Employees: Determining the number and distribution of employees The Management: Establishing strategic sales goals and their monitoringThe AuthorDr. Manuel Beck is the Managing Partner at the consulting firm Bricklog and serves as the Chief Sales Officer (CSO) in the marketing and sales department at Brain4Data. He is also a guest lecturer at various universities. He is an expert in developing go-to-market strategies and in building and leading sales teams.The translation was done with the help of artificial intelligence. A subsequent human revision was done primarily in terms of content.This book is a translation of an original German edition. The translation was done with the help of artificial intelligence (machine translation by the service DeepL.com). A subsequent human revision was done primarily in terms of content, so that the book will read stylistically differently from a conventional translation.

Das vorliegende Buch eröffnet tiefe Einblicke in Unternehmenskommunikation. Es analysiert prägende Faktoren und untersucht situative Verhandlungstaktiken. Mit verschiedenen Perspektiven beleuchtet es Geschäftsbeziehungen und Kommunikationsstrategien. Die Mischung aus Theorie und Forschung bietet praktische Strategien und Werkzeuge, die Verhandlungsführer benötigen, um ihre Fähigkeiten zu optimieren und überzeugende Ergebnisse zu erzielen. Ein gemischter Forschungsansatz enthüllt Verhaltensweisen und Interaktionen, die den Verhandlungserfolg beeinflussen. Mit diesen Erkenntnissen werden Verkaufsgespräche revolutioniert. Das Buch ist ein praktischer Leitfaden, um Verkäufer-Interaktionen zu erfassen, Kommunikationsansätze zu überprüfen und weiterzuentwickeln. Es bietet Organisationen eine Methode für das Coaching ihrer Außendienstmitarbeiter und zeigt Verkäufern, wie sie ihre sozialen Kompetenzen optimieren können.