Sales Controlling ICV –Conference2011
Dipl.-Ing. Dietmar Pascher
Partner and Trainer
Controller Akademie AG
Manager International Program d.pascher@controllerakademie.de
Sales Controlling is like having holidays
Objectives
Objectives
AuthorizedbyAnalyx
Combineoperational figureswithstrategicimportance
Customer Result StrategicImportance . . Dilemma moreeffort volume prod. mix processes WhatWho When ActionsCustomer Y
Share of Wallet . . Dilemma Customer Growth ?
Portfolios createideasand customerstrategies. Thederivedactionsleadto better results.