Sales Management Control Strategies in Banking (PDF)

Name: Sales Management Control Strategies in Banking
Brand: Gabler, Betriebswirt.-Vlg
SKU: 30489087
Price: 54.99 EUR
Availability: OnlineOnly

Strategic Fit and Performance Impact (Sprache: Englisch)

Autor: Florian Mueller

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Sales Management Control Strategies in Banking, Florian Mueller

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Not only have the global financial crisis, a changing regulatory environment, increasing competitive pressure, and changes in customer behavior created an overall difficult environment for banking institutions, but they have also increased the pressure on their sales performance. Based on the results of 300 interviews with sales executives of banks in Germany, Florian Mueller empirically investigates how retail, private, and corporate banking institutions need to set up their sales management control strategy in accordance to their specific environment, business strategy, and organizational characteristics in order to increase performance.

Autoren-Porträt von Florian Mueller

Dr. Florian Mueller conducted his doctoral studies under the supervision of Prof. Dr. Andreas Hackethal at the European Business School, Oestrich-Winkel. He works for an international management consultancy in Munich.