Bøker utgitt av Springer

This book explains how organizations can build new sales structures or assess and optimize existing ones. In volatile times with high customer expectations and interchangeable products and services, sales organizations need to be rethought or even completely restructured. Often, they are historically developed, outdated, and operate rigidly, with hybrid approaches frequently being overlooked.The author explains how decision-makers can systematically develop a detailed understanding of the market, customers, and organization to optimize their sales channels and remain competitive. The book provides a structured approach, detailing which employees and departments need to be involved and coordinated, and how the analysis, planning, and implementation can succeed in each specific task area within the company-integrated, deliberate, and flexible. This book is for anyone looking to ensure a sustainable and successful future for their business.Contents Importance of strategic sales structuring The Market: Building a detailed understanding of the market and competition The Customer: Developing a detailed understanding of buyers and customers The Sales Channel: Determining sales channels and structuring options The Organization: Integrating and coordinating sales channels The Employees: Determining the number and distribution of employees The Management: Establishing strategic sales goals and their monitoringThe AuthorDr. Manuel Beck is the Managing Partner at the consulting firm Bricklog and serves as the Chief Sales Officer (CSO) in the marketing and sales department at Brain4Data. He is also a guest lecturer at various universities. He is an expert in developing go-to-market strategies and in building and leading sales teams.The translation was done with the help of artificial intelligence. A subsequent human revision was done primarily in terms of content.This book is a translation of an original German edition. The translation was done with the help of artificial intelligence (machine translation by the service DeepL.com). A subsequent human revision was done primarily in terms of content, so that the book will read stylistically differently from a conventional translation.

With this book, which is based on the third edition of a book first written in German about random walks, the author succeeds in a remarkably playful manner in captivating the reader with numerous surprising random phenomena and non-standard limit theorems related to simple random walks and related topics. The work stands out with its consistently problem-oriented, lively presentation, which is further enhanced by 100 illustrative images. The text includes 53 self-assessment questions, with answers provided at the end of each chapter.Additionally, 74 exercises with solutions assist in understanding the material deeply. The text frequently engages in concrete model-building, and the resulting findings are thoroughly discussed and interconnected. Students who have tested this work in introductory seminars on stochastics were particularly fascinated by the interplay of geometric arguments (reflection principle), combinatorics, elementary stochastics, and analysis.The AuthorProf. Dr. Norbert Henze is a Professor of Stochastics at the Karlsruhe Institute of Technology (KIT), Institute of Stochastics, Karlsruhe, Germany. His well-established textbook Stochastics for Beginners (Stochastik für Einsteiger) was first published in 1997.This book is a translation of an original German edition. The translation was done with the help of artificial intelligence. A subsequent human revision was done primarily in terms of content, so that the book may read stylistically differently from a conventional translation.