Publications

Books

Die Vertriebs-Offensive [The Sales Offensive]
Springer Gabler, 2012, 3rd edition

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How can we achieve increased sales figures in spite of fierce competition and price wars? The right answer is “The sales offensive”. This strategy has proven its effectiveness over years of practical use amongst international firms – it has demonstrably led to millions of Euros in additional turnover. An invaluable guide for entrepreneurs, sales managers and sales staff, with useful checklists, action plans and practical examples.

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Der Kandidaten-Test [The Candidate Test]
FAZ-Buch, 2009

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A company’s success stands or falls on its personnel decisions. The wrong employee can cause enormous costs. And yet this is something people decide based on gut feeling. How do you perform a structured recruitment interview? What specific types of questioning techniques and interview types are optimal for filling the different leadership levels and functional areas? This guide was developed for a variety of job requirements in companies. The extensive checklists and questionnaires can then be used as basis.

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Leadership Coaching
Luchterhand, 2000, 2nd edition 

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The holistic approach of Leadership Coaching helps give companies a decisive competitive edge in today’s environment of cutthroat competition. The authors have done in-depth research into leadership and developed the leadership tool Leadership Coaching. Herein information management is one of the main tasks of a manager and the mark of a new management culture. In this way, tools such as goal setting and coaching acquire the power to lead employees to work independently and act responsibly.

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Verhaltenssteuerung durch Sachzwänge [Behaviour Control through Practical Constraints]
PhD thesis from Ludwig-Maximilians-University, 2009

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The environment has a long-term effect on people’s behaviour. The aim of the work is the development of a framework for analysing peoples actions based on theories of action and the consequent intention of controlling behaviour directly by systematic manipulation of environmental conditions. Theories of action are not used here for explanation of developmental processes, but for the systematic design of situations meant to influence behaviour. The focus is on a newly developed approach by organising “practical constraints” to narrow individual scope for action so as to “enforce” desirable behaviours, targeting individual situations. In this way, a basis for the development of application-oriented methods for education, training and management could be created.

Articles

C. Innerhofer, P. Innerhofer: Der Schuldige ist gefunden: Das mittlere Management!? [The culprit has been found: middle management!?], 12/2012

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C. Innerhofer, M. Herfurth: Der Krise den Schrecken nehmen [Taking the Edge off Crises], Personalwirtschaft, 06/2009

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C. Innerhofer, J. Innerhofer: Verkauf professioneller gestalten - Erfolg mit System, [Making sales more professional - Systematic Success] 11/2008


C. Innerhofer, J. Dietz: Mitarbeitergespräche trainieren. PRAXIS. Mit der Methode des “Pattern-Trainings” üben die Führungskräfte der Viessmann-Werke das Führen von Mitarbeitergesprächen. [Employee appraisal interview training. PRACTICE. Using the “Pattern Training” method, the management of Viessmann-Werke practiced conducting employee appraisal interviews.], 12/2007. 

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E. Lang: Vertriebsoffensive Teil 1: Kundenstamm-Analyse und Zielplanung, [Sales offensive part 1: customer base analysis and target planning], salesBusiness 05/2007 

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E. Lang: Vertriebsoffensive Teil 2: Zielkunden ansprechen und überzeugen [Sales offensive part 2: approaching and winning target customers], salesBusiness 06/2007 

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E. Lang: Vertriebsoffensive Teil 3: Potenziale bei Bestandskunden ausschöpfen [Sales offensive part 3: tapping the full potential of existing customers], salesBusiness 07-08/2007 

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C. Innerhofer, W. Lindloff: Preiswürdiges Konzept. Die Vertriebs-Offensive bei Wella [The sales offensive at Wella]. 05/2007 

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C. Innerhofer, P. Innerhofer: Ein Blick in die Vergangenheit [A look back into the past. Job interview], Personalmagazin, 9/2006 

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