Apparently also the sales manager have this expectation. Because more than half of them expects that sales by more than 6 percent would then rise as a consequence. A quarter of respondents assumes even growth in double-digit magnitude. Pufahl looks but as a prerequisite for creating above all a clear strategic direction. The past viewing frequently performed in practice by means of operative sales controlling while contributing to a better understanding, is however not comprehensive enough”, he stressed. Rather, a modern sales management must define goals that examine risks and provide alternatives. Pufahl recommends the operative sales controlling should get, therefore a clear strategic base”.

ec4u expert consulting AG ec4u expert consulting ag, headquartered in Karlsruhe, Berlin, Frankfurt, Munich and Zurich is one of the leading companies for services in the areas of customer relationship management (CRM), business intelligence (BI) and business communications management (BCM) in the European market. ec4u offers its customers best practices in the areas of: Oracle Siebel CRM (sales, marketing and service) Oracle CRM on demand Oracle Business Intelligence (BI) and real time decision (RTD) Oracle application integration architecture (AIA) and service-oriented architecture (SOA) Oracle master data management (MDM) with focus on Oracle as the strongest partner. The services are complemented by strategic and professional CRM Consulting (strategies for marketing, sales and service), as well as consulting and implementation services for Microsoft CRM. Among the customers are E.g. Arcor (now Vodafone), Bosch ST, Deutsche Bahn, Deutsche Telekom, EnBW, Integralis, MEWA, RWE, Swisscom and ZKB. Contacts: ec4u expert consulting ag Sabine Kirchem Manager Marketing for the Foundry of 19-27b 76227 Karlsruhe Tel.: + 49 (0) 721 46476-460 fax: + 49 (0) 721 46476-299 E-Mail: Web:, of think factory groupcom GmbH Wilfried Heinrich Pastorat Street 6, D-50354 Hurth phone: + 49 (0) 22 33 61 17-72 fax: + 49 (0) 22 33 61 17-71

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