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Short BIO: Prof. Dr. Jan Wieseke is one of the world’s top four sales researchers. He is a tenured professor at the Sales Management Department at the Ruhr University of Bochum and works as a visiting professor at ESMT Berlin and Loughborough University (UK). He has been presented with the national “Professor of the Year” award for the practical relevance of his teaching. He is a member of the scientific advisory board of Prof. Schmitz & Wieseke – Sales Management Consulting, a management consultancy focused on sales.
Presentation Title: “How to conduct a fundamental check of your sales management – the Sales Profit Chain audit”
Short Description: The Sales Profit Chain (SPC) audit has been developed for sales decision-makers. To accomplish this, we worked with more than 4,000 companies. The SPC approach uses 12 questions to analyze the most important causal chains of sales and therefore to access the most effective growth and efficiency levers.
What Is New About This Approach?
Paola Caiozzo, Laura Colm, Paolo Guenzi, Marco Aurelio Sisti