Das strategische Vertriebsmanagement umfasst die Planung und Abstimmung von Strategien zur Erreichung zukünftiger Vertriebsziele. Dabei werden aus den übergeordneten Unternehmenszielen grundlegende strategische Vorgaben definiert beispielsweise Entscheidungen zur Kundensegmentierung, der Kundenbeziehungstrategie und der Vertriebsstrategie. Diese Entscheidungen und Strategien helfen dabei, alle operativen Instrumente zielgerichtet einzusetzen.
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