00000cmm a22000005i 4500 UP-99796217611000890 Buklod 20230504003249.0 m go j cr |n |||auu|a 110205s2011 xx u | eng d 9783834962096 (eBook) 3834962090 (eBook) (iLib)UPD-00206905955 DLC DML eng HG 1615 M84 2011eb Mueller, Florian. author. Sales Management Control Strategies in Banking Strategic Fit and Performance Impact [electronic resource] by Florian Mueller. Wiesbaden Gabler 2011. 1 online resource (xxii, 398p.) 50 illus. Banking in Germany; Strategy and Strategic Management; Sales Management Control; Internal and External Influencing Variables; Assessment of the Environmental Influence on Configurations; Investigation of the Performance of Configurations IP based subscription, on campus only. Access via Electronic Resources of the UPD University Library Website. Not only have the global financial crisis, a changing regulatory environment, increasing competitive pressure, and changes in customer behavior created an overall difficult environment for banking institutions, but they have also increased the pressure on their sales performance. Based on the results of 300 interviews with sales executives of banks in Germany, Florian Mueller empirically investigates how retail, private, and corporate banking institutions need to set up their sales management control strategy in accordance to their specific environment, business strategy, and organizational characteristics in order to increase performance. Electronic reproduction. New York SpringerLink c2011. Available via World Wide Web through SpringerLink. Bank management. Selling Banks and banking. Banks and banking Germany. Electronic books. SpringerLink (Online service). Electronic Resource https://doi.org/10.1007/978-3-8349-6209-6 Available for University of the Philippines Diliman via SpringerLink. Click here to access (viewed 4 April 2014) FO Monograph UPD DMLR Electronic Resource