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Sales Performance Management: Second edition now available at Springer Gabler

In his new book, sales expert Mario Pufahl explains how to handle sales excellence as a reachable goal in companies with regards to recent trends.

Karlsruhe, December 7, 2018.

The second edition of “Sales Performance Management: Exzellenz im Vertrieb mit ganzheitlichen Steuerungskonzepten” (in English: “Sales Performance Management: Excellency in Sales – including holistic control concepts”), written by Mario Pufahl, has been published. In his book, the author analyzes the method Sales Performance Management and how it can help improve the structure and control of the sales department in companies.

Mario Pufahl is CSO at ec4u, a lecturer and author. Based on his own method, which has been successfully proven and tested in practical experience, he explains how to implement both market and customer needs systematically and introduces the four dimensions necessary for a successful sales performance: strategy, organization, controlling and human resources. Inspired by numerous interviews with managers, executives and IT experts, this book is perfect for practical use and examines the challenges and possible activities for the sales department.

The implementation of best practice examples makes the objectives of sales excellence more tangible for the reader. These examples provide an easy orientation and help the reader to understand the topic in a systematic and structured way.

The second edition furthermore includes current trends such as marketing automation, cloud computing, customer analytics and artificial intelligence.

Mario Pufahl is manager and shareholder at the consulting company ec4u expert consulting ag, which specializes on customer management. He is responsible for national sales and international business processing. Furthermore, his area of responsibility includes the market expansion of the whole ec4u portfolio. Based on more than 20 years of working experience in marketing, sales and service,Mario Pufahl established himself as a recognized expert, trusted advisor and management consultant in the field of sales management.

The book addresses executives, managers and prospective leaders as well as sales operatives and provides an overview and helpful suggestions for different aspects of their sales activities.

 “Sales Performance Management: Exzellenz imVertrieb mit ganzheitlichen Steuerungskonzepten” is released by Springer Gabler; edition: 2018 in German and can be ordered here.