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Vertriebscontrolling: So Steuern Sie Absatz, Umsatz Und Gewinn
Paperback
Series: Edition Sales Excellence
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ISBN13: 9783658253509
Publisher: Springer Gabler
Published: Oct 16 2019
Pages: 232
Language: German
Drei Themenbereiche schaffen ein umfassendes Bild vom Vertriebscontrolling In drei gro en Themenblöcken beschreibt Pufahl die Grundzüge modernen Betriebscontrollings. Dazu gehören:
- Strategisches Vertriebscontrolling, um Märkte einzuschätzen, Kunden zu analysieren und zu bewerten, Wettbewerber zu beurteilen, Produkte zu positionieren und Vertriebswege einzuschätzen
- Operatives Vertriebscontrolling zur Vertriebs-, Produkt- und Kundenerfolgsrechnung, Abweichungsanalyse, für Frühwarnsysteme, Verkaufsprojektmanagement und die organisatorische Umsetzung sowie Vertriebsinformationssysteme
- Prognosemodelle und Anforderungen an ein modernes Berichtswesen
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