The Sales Profit Chain

Understanding Causal Chains – Optimizing Sales – Increasing Profitability
1. Auflage 2022
ISBN: 978-3-9823858-1-5
Verlag: Bochum Sales Publishing GmbH

Buch, Englisch, 452 Seiten, Format (B × H): 273 mm x 196 mm, Gewicht: 1742 g

THE SALES PROFIT CHAIN (https://sales-profit-chain.com/)

Understanding Causal Chains – Optimizing Sales – Increasing Profitability

The Sales Profit Chain (SPC) has been developed for sales decision-makers. To accomplish this, we worked with more than 4,000 companies. The SPC approach uses 12 questions to analyze the most important causal chains of sales and therefore to access the most effective growth and efficiency levers.

WHAT IS NEW ABOUT THIS APPROACH?

• It uses a coherent overall sales logic (end-to-end approach).
• Instead of isolated, individual aspects of sales, the causal chains of sales management are made visible.
• The obstacles to implementing measures at the operational level are also explicitly overcome

THE AUTHOR
Prof. Jan Wieseke is one of the world’s top four sales researchers.*

He is a tenured professor at the Sales Management Department at the Ruhr University of Bochum and works as a visiting professor at ESMT Berlin and Loughborough University (UK). He has been presented with the national “Professor of the Year” award for the practical relevance of his teaching. He is a member of the scientific advisory board of Prof. Schmitz & Wieseke – Sales Management Consulting, a management consultancy focused on sales.

* Over the last decade, he has ranked in the top 20 of all Marketing professors in the “Author Productivity” rankings of the American Marketing Association (AMA) for his research contributions to premier journals. For the topic of Sales, he has consistently ranked among the top four.

Zielgruppe

(Sales) decision-makers
• Managing directors
• Sales managers
• Key account managers
• Sales excellence coordinators
• Persons responsible for:
› Sales digitalization
› Multichannel management
› Cross-selling
› Sales controlling

Future (sales) decision-makers
• Sales staff
• Trainees, students
• Young professionals

External stakeholders
• Banks
• Consultants
• M&A advisors
• Startup investors

Autoren/Hrsg.

Wieseke, Jan

Über Autor(innen)

Wieseke, Jan
Prof. Jan Wieseke is one of the world’s top four sales researchers.*

He is a tenured professor at the Sales Management Department at the Ruhr University of Bochum and and works as a visiting professor at ESMT Berlin and Loughborough University (UK). He has been presented with the national “Professor of the Year” award for the practical relevance of his teaching. He is a member of the scientific advisory board of Prof. Schmitz & Wieseke – Sales Management Consulting, a management consultancy focused on sales.

* Over the last decade, he has ranked in the top 20 of all Marketing professors in the “Author Productivity” rankings of the American Marketing Association (AMA) for his research contributions to premier journals. For the topic of Sales, he has consistently ranked among the top four.