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Erfolgsfaktoren Des Persoenlichen Verkaufsgespraeches: Adaptives Verkaufen Im Kundenkontakt

Erfolgsfaktoren Des Persoenlichen Verkaufsgespraeches: Adaptives Verkaufen Im Kundenkontakt

          
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About the Book

Trotz seiner großen Bedeutung in der Praxis gilt der persönliche Verkauf als Stiefkind der betriebswirtschaftlichen Literatur. Die Studie greift dieses Defizit auf, um der Ermittlung der Erfolgsdeterminanten des Verkaufsgespräches sowie ihrer Relevanz nachzugehen. Basierend auf dem interaktionstheoretischen Paradigma wird das Verkaufsgespräch als ein Prozess verstanden, in dem Käufer und Verkäufer sich gegenseitig Informationen übermitteln, deren Gehalt zu einer Aufdatierung der Verhandlungsstrategie verwendet wird. Aus der Sicht des Verkäufers ergibt sich die Notwendigkeit, eine Strategie des «adaptiven Verkaufens» zu entwickeln und umzusetzen. Es werden Möglichkeiten der Gesprächsstrukturierung im Rahmen verschiedener Ablaufphasen untersucht und Gestaltungsansätze aufgezeigt. Besonderer Stellenwert wird dem Instrument der Verkaufspräsentation zugewiesen, die das «Herzstück» der Interaktion bildet.


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Product Details
  • ISBN-13: 9783631366172
  • Publisher: Peter Lang Gmbh, Internationaler Verlag Der Wissenschaften
  • Publisher Imprint: Peter Lang Gmbh, Internationaler Verlag Der Wissenschaften
  • Edition: New edition
  • Language: German
  • Returnable: N
  • Spine Width: 20 mm
  • Weight: 530 gr
  • ISBN-10: 3631366175
  • Publisher Date: 24 Jul 2000
  • Binding: Paperback
  • Height: 210 mm
  • No of Pages: 380
  • Series Title: Europaeische Hochschulschriften / European University Studie
  • Sub Title: Adaptives Verkaufen Im Kundenkontakt
  • Width: 148 mm


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Erfolgsfaktoren Des Persoenlichen Verkaufsgespraeches: Adaptives Verkaufen Im Kundenkontakt
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