This paper examines the optimal sales organization for companies that sell complex products, or products that require explanation, directly to customers with a broad range of needs. The analysis aims to achieve a better qualitative and quantitative understanding of the challenges and conditions that should be considered in the context of personal sales, and to clarify the business effects of this organization model … >>
Politicians from all parties are increasingly demanding that corporations demonstrate more social responsibility. How does such corporate citizenship look like in reality? Who in politics is in charge of corporate citizenship and what are the goals? What do German companies expect? … >>
How valid and useful are aptitude tests? The success of consulting firms depends on the people who work for them. What counts are not only technical skills, but also innovative abilities, creativity and interpersonal skills … >>
Long-term strategic advantages cannot only be achieved by cutting costs. This means that in addition to cutting costs and streamlining, banks are increasingly focusing on improving their revenue basis … >>
Turnaround management is one of the greatest entrepreneurial challenges. Not only does it decide about a company's survival, it is just as important for the stakeholders involved. But what are the decisive factors for ensuring turnaround success? … >>
