The introduction of Basel II (and subsequently Basel III) ended the era of the price table in the banks and savings banks, as I knew it from my training as apprentice, in the lending business. The significantly increased importance of the assessment of credit risks led to the replacement of the price list mostly by„Minimum pricing in lending“ weiterlesen
Schlagwort-Archive:Sparkassen
A fairy tale of successful sales
Isn’t it that the most successful sales rep is the one who „brings home“ the most business? Much is always better than a little. Better a bad deal than no deal at all. Bad deal = “the market is so difficult” vs. no deal at all = “he can’t do it.” But why is it„A fairy tale of successful sales“ weiterlesen
Pricing: Get the trash out!
If even a single question had to be answered with no, then terms- and condition management is obviously missing. What does a terms- and condition management consist of? The foundation for a terms- and condition management is (of course) a product price list that lists and regulates both the pricing rules and the minimum prices„Pricing: Get the trash out!“ weiterlesen
Employees have a right to get steered
When I talk to colleagues about the introduction or further development of sales management, I usually look at rather serious or reserved faces. Then I often hear „But we’re already doing so much!“ or „More pressure doesn’t do anything!“ Accordingly, there seems to be a widespread – incorrect – image of sales management that can„Employees have a right to get steered“ weiterlesen
Sales management: think in terms of remuneration!
Sales controlling serves to align sales resources with corporate goals; the corporate goals, in turn, are derived from the corporate strategy and the associated planning. Especially in business with larger customers, the self-steering of the individual sales staff is the essential mechanism that can be operated with a sales controlling. Let us approach the sales„Sales management: think in terms of remuneration!“ weiterlesen
Market cultivation! – potential-oriented or controlling-oriented?
A process model has to be chosen for systematic market cultivation. You can choose between a potential-oriented or, alternatively, a control-oriented market cultivation. There are various reasons to choose one or the other approach. However, it is important to remain true to your decision and to consistently implement the chosen procedural model. Potential orientation By„Market cultivation! – potential-oriented or controlling-oriented?“ weiterlesen
Certified Financial Planner (CFP) in corporate banking
If you look around in the market, you will find many banks and savings banks that offer financial planning for their customers as an additional service in their private banking or wealth management. This is of course in line with the basic idea of financial planning. Personally, however, I have never heard of a financial„Certified Financial Planner (CFP) in corporate banking“ weiterlesen
Customers audit report in sales
The introduced separation of functions between sales (front office) and risk (back office), which was justified with the introduction of the MaK[1], the minimum requirements for the lending business, and is continued today in the MaRisk[2] (BA[3]) (= minimum requirements for risk management (BA)), has generated advantages from the point of view of decision-making behavior„Customers audit report in sales“ weiterlesen
Der Nutzen von Vertriebsmanagement (von ChatGPT)
In der heutigen Geschäftswelt, insbesondere in der Finanzbranche, ist es unerlässlich, effektives Vertriebsmanagement zu betreiben, um im Wettbewerb erfolgreich zu sein. Das Vertriebsmanagement ist ein wichtiger Bestandteil des Marketings und bezieht sich auf die Entwicklung und Umsetzung von Strategien zur Vermarktung von Produkten und Dienstleistungen. In diesem Blogbeitrag werde ich mich auf den Nutzen von„Der Nutzen von Vertriebsmanagement (von ChatGPT)“ weiterlesen
Der zentrale Erfolgsfaktor im Vertriebsmanagement
Wenn man eine Vertriebsmanagement-Einheit ins Leben ruft, dann liegt die damit verbundene Zielsetzung meist klar auf der Hand. Offen ist hingegen vielfach die Frage, welches die zentralen Erfolgsfaktoren sind, damit dieses Vorhaben auch gelingen kann. Man kann lange überlegen, ob Wenn man einmal kritisch nachdenkt, so kann eine Unterstützungsfunktion nicht mehr als eine Basisstufe sein,„Der zentrale Erfolgsfaktor im Vertriebsmanagement“ weiterlesen
Vertriebsmanagement 