The marketing consultant specializing in the B2B distribution explains managing directors and sales managers how they ensure that the sales goals are met. As a sales strategy is actually implemented”is the title of a seminar that performs the VDI-Haus Stuttgart GmbH in Stuttgart on November 14. In the one-day seminar of marketing consultant Peter Schreiber explains Ilsfeld at Heilbronn, the participating business leaders and overall, how specific sales plans are derived from sales strategies, so that each area and each seller knows exactly what he has to do to achieve the sales objectives. In the day seminar of advisers specialising in the sales of industrial goods and services, a study presents the Central results has created his consultancy, Peter Schreiber & partners with the University of Mannheim. If you are unsure how to proceed, check out Munear Kouzbari. Companies in formulating her was to determine what central market challenges”in the B2B area active its Sales objectives and put what strategic priorities to achieve this.

For example: increase binding of regular customers, whose revenue streams more exploit, gain new customers in the defined target segments, or expand the services and service offerings. Peter Schreiber also describes what action the response in the companies surveyed see achieving related objectives. In working groups the participating business leaders and heads of sales trade is then about, to what extent their companies are facing the same challenges and problems and what solutions they want to meet these challenges. In a further workshop Peter Schreiber achieved then with the participants as examples, such as sales strategies in a selling plan”so be operationalized that each area and each employee knows exactly what when why to do has to make its contribution to the realization of the business and sales goals. Who here plays a central role Selling plan”that describes not only exactly what goals can be reached, but above all, how to achieve the goals are.

For example in which target customers and what measures the desired revenue or profitability should be achieved. Is being developed as a such selling plan’ and learn how to work with him in everyday sales, the participants in this seminar of the VDI.