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Deal Resulting: Neue Aufträge Professionell Gewinnen Komplexe Verhandlungen Exzellent Führen Folgeaufträge Erfolgreich Verhandeln

Deal Resulting: Neue Aufträge Professionell Gewinnen Komplexe Verhandlungen Exzellent Führen Folgeaufträge Erfolgreich Verhandeln

          
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About the Book

Mit diesem Buch erhalten Sie eine systematische Anleitung für den Abschluss von Großaufträgen: Sie lernen die Techniken des Deal-Resulting-Systems, können diese konkret einüben, für Ihren zu gewinnenden Großauftrag zielführend verdichten und an den richtigen Stellen einsetzen. Denn: Große Aufträge ticken anders. Sie sind komplex, politisch, extrem träge und dann aus heiterem Himmel unerwartet dynamisch. Und oft spielen sich geübte Buying-Teams geschickt die Bälle zu. Hinter den diskutierten fachlichen Fragen offenbart sich häufig eine Mischung aus Hidden Agendas sowie versteckten Machtstrukturen, und bei nur einem winzigen, unbewussten Fehltritt ziehen Sie den Kürzeren. Deal Resulting führt Sie auf einen pfiffigen, kreativen und effektiven Pfad des Verhandelns. Erreichen Sie mit mentaler Geschicklichkeit, strukturierter Kompetenz und cleveren Taktiken den besten Deal - für sich und Ihren Verhandlungspartner. Agieren Sie so, dass der Nutzen für den Kunden den Folgeauftrag bereits vorbereitet! Mit zahlreichen Schaubildern, griffigen Beispielen und direkt einsetzbaren Vorlagen für Ihren Verkaufserfolg.



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Product Details
  • ISBN-13: 9783658141196
  • Publisher: Springer Gabler
  • Binding: Paperback
  • Height: 244 mm
  • No of Pages: 342
  • Series Title: German
  • Sub Title: Neue Aufträge Professionell Gewinnen Komplexe Verhandlungen Exzellent Führen Folgeaufträge Erfolgreich Verhandeln
  • Width: 170 mm
  • ISBN-10: 3658141190
  • Publisher Date: 18 Oct 2016
  • Edition: 1. Aufl. 2016 ed.
  • Language: German
  • Returnable: Y
  • Spine Width: 19 mm
  • Weight: 571 gr


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