SUCCESSFUL CRISIS MANAGEMENT IN SALES

Anatomy of sales crisis
- General crisis, economic crisis and sales crisis
- Reasons for sales crisis
- Describing sales crisis from customer and supplier perspective
- Types of sales crises

Successful crisis management in sales
- Process-oriented crisis management – stages, the Recognition - Prioritisation – Mobilisation process
- Creating a successful organisation for crisis management in sales
- Communication during crisis management – purpose, strategies, communication model

Overcoming sales crises
- Repeated crisis in sales
- Three-stage model of successful management of repeated crisis in sales: concept, process and stages, organisational structure

Management and overcoming of sales crisis
- Sales Managers - new challenges, changes in management behaviour, negotiation of sales targets
- Social competence – actions catalogue, early warning systems, stress- frustration- and resistance measures
- Sales team - optimisation of business processes, cost reduction, financial measures, change in strategy, marketing measures
- Customer behaviour in crisis

The seven rules for successful crisis management in sales