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Sales Management Control Strategies in Banking: Strategic Fit and Performance Impact ebook

by Florian Mueller


In essence, the sales control mechanisms modify the impact of the commission based on whether it is perceived as controlling or informative

In essence, the sales control mechanisms modify the impact of the commission based on whether it is perceived as controlling or informative. This is empirically tested using a sample of salespeople.

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.

Show all. About the authors. Dr. Florian Mueller conducted his doctoral studies under the supervision of Prof. Andreas Hackethal at the European Business School, Oestrich-Winkel.

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Mueller (2011): Sales Management Control Strategies in Banking: Strategic Fit and Performance Impact, Gabler. Ziegler/Sohl (2010): Moderner Bankvertrieb im Dienst des Kunden, Gabler. Academic journals: - Learning Method. 3 ECTS: Project (PT).

Finding books BookSee BookSee - Download books for free. Sales Management Control Strategies in Banking - Strategic Fit and Performance Impact. 3 Mb. Oxidative Stress in Aging: From Model Systems to Human Diseases (Aging Medicine). Satomi Miwa, Kenneth Bruce Beckman, Florian Muller.

Florian Mueller is a partner in Bain & Company's Munich office. He holds deep expertise in transformation and turnaround programs, cost reduction and performance improvement projects, claims and care management and sales and service optimization. He leads Bain's EMEA Advanced Analytics practice. He is also an expert in Bain's Financial Services practice with particular expertise in the Insurance sector. Florian Mueller studied business administration at the European Business School in Oestrich-Winkel, at the Canadian Ivey School of Business, and the EGADE Business School in Mexico.

es Management Control Strategies in Banking Strategic Fit and Performance Impact.

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.
Sales Management Control Strategies in Banking: Strategic Fit and Performance Impact ebook
Author:
Florian Mueller
Category:
Marketing & Sales
Subcat:
EPUB size:
1628 kb
FB2 size:
1909 kb
DJVU size:
1559 kb
Language:
Publisher:
Gabler Verlag; 2011 edition (February 24, 2011)
Pages:
398 pages
Rating:
4.1
Other formats:
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