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- W37526553 abstract "Initially we were interested in which aspects of sales management most strikingly differentiated the high performers from the low performers. For this purpose we compared the differences in answers to questions between the high performers and low performers, as well as the average. The ten success factors we identified differentiate the company groups the most. In other words, the top performers utilise these aspects more frequently and more professionally. Using this approach we were able to identify a large number of clear success factors. The ten most important are shown in the illustration below. They will be covered and briefly explained (Dannenberg/Zupancic 2007) in the following sections. Further details will be provided in the course of this book.KeywordsSocial CompetenceSuccess FactorCustomer RelationshipHigh PerformerSales OrganisationThese keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves." @default.
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- W37526553 date "2009-01-01" @default.
- W37526553 modified "2023-09-26" @default.
- W37526553 title "The top 10 success factors for sales excellence" @default.
- W37526553 doi "https://doi.org/10.1007/978-3-8349-8782-2_2" @default.
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