New publication by Bernd Scheed and Petra Scherer

Prof. Dr. Bernd Scheed, Professor of International Marketing and Sales at THI Business School, and Petra Scherer, Managing Director of ValueHub GmbH and lecturer at THI, have published the second edition of their joint book "Strategisches Vertriebsmanagement - B2B-Vertrieb im digitalen Zeitalter". In it, they show how strategic sales management can be used systematically and successfully in medium-sized B2B markets and what role digitalization will play in sales in the future. The authors present a comprehensive toolbox of methods for the introduction of strategic sales management with the task areas of market, customers, portfolio, sales channel, organization and control.