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1. Vertriebscontrolling ist unverzichtbar

  • 2019
  • OriginalPaper
  • Chapter
Published in:
Author
Mario Pufahl
Published in
Vertriebscontrolling
Publisher
Springer Fachmedien Wiesbaden

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Zusammenfassung

Die Sales-Verantwortlichen in den Unternehmen des deutschsprachigen Raums erwarten von einem professionellen Vertriebscontrolling mehrheitlich zwar deutlich spürbare Steigerungen des Umsatzes, die Voraussetzungen für höchstmögliche Controlling-Effekte bestehen aber häufig noch nicht. Diesen Widerspruch ermittelte eine Erhebung unter mehr als 300 Vertriebsmanagern (vgl. ec4u 2012). Im Rahmen dieser Neuauflage wurde die Studie wiederholt und zeigt ein ähnliches Bild, wenngleich der Effekt eines systematischen Vertriebscontrollings sich in den Zahlen zeigt (vgl. ec4u 2018).

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Die Online-Version dieses Kapitels (https://doi.org/10.1007/978-3-658-25351-6_1) enthält Zusatzmaterial, das für autorisierte Nutzer zugänglich ist.
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Systematische Vertriebssteuerung (MP4 176394 kb)

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next chapter Strategisches Vertriebscontrolling
Title
Vertriebscontrolling ist unverzichtbar
Author
Mario Pufahl
Copyright Year
2019
Book
Vertriebscontrolling

Print ISBN: 978-3-658-25350-9

Electronic ISBN: 978-3-658-25351-6

Copyright Year: 2019

DOI
https://doi.org/10.1007/978-3-658-25351-6_1
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