This book helps in building an optimally designed and customer-oriented sales organization. It places a special … emphasis on purchasing decisions and leads to producing a decisive competitive advantage. The focus is on the sales enablement … start of sales enablement can look like. The book is aimed at managers and all who deal with sales strategies. . …

for attitudes of salespeople. An extension of the 10-item SOCO score is developed through literature research in sales …. The extended score adds a dimension that tests whether professional salespeople consider the sales process as a service …The association between selling orientation and customer orientation and sales success has been a matter of intensive …

to review the drivers of a sales process in terms of sales cycles, channels and communication in relation to it's effect … on performance. Beyond the characteristics of sales the review delineates the changes from the past to the present. The … to the sales process and increase a firm's performance. …