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Grundlagen Des Vertriebs

Grundlagen Des Vertriebs

          
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About the Book

English summary: Fundamentals of Distribution includes the following content: design of the sales channel, sales method, intermediaries, concentration in the distribution channel, co-operation in the distribution channel, sales via retail, sales via agents, direct sales via own sales force, distribution logistics, b2b sales, sales in foreign markets. This gives an overview of all relevant areas of the sales management process. The treatment is systematic and transfer-oriented. German description: Die Anzahl der Veroffentlichungen zum Vertriebsmanagement ist insgesamt uberschaubar. Einige davon stammen von selbsternannten Verkaufs-Gurus, die sich gegenseitig Preise und Ehrenzeichen vergeben, enthalten aber nicht viel mehr als scheinbare Patentrezepte weitgehend ohne belastbare Systematik. Andere stammen von Autorenkollegen ohne erkennbaren Vertriebs-Background, sind also in Bezug auf die Praxisrelevanz ihrer Aussagen tatsachlich kritisch zu hinterfragen. Relativ wenige Veroffentlichungen stammen von Verfassern, die, wie der Autor dieses Buches, sowohl uber eigene langjahrige Vertriebserfahrung verfugen, also hautnah mit Schweiss auf der Stirn und hoher Anspannung erlebt haben, was professionelles Verkaufen bedeutet, als auch uber eine akademische Ausbildung und nunmehr drei Jahrzehnte Lehrerfahrung. Gerade dieser analytische Background wird zunehmend erforderlich, denn der Vertrieb ist immer komplexer und auch anspruchsvoller aufgestellt. Die Zeiten der kumpelhaften Mentalitat sind endgultig vorbei, heute kommt es vielmehr auf die Beherrschung eines umfangreichen und differenzierten Werkzeugkastens vertriebspolitischer Instrumente an. Der Vertrieb ist eine Wissenschaft fur sich geworden. Im Rahmen dieses Buches werden in zwolf Kapiteln alle relevanten Facetten des professionellen Verkaufens in kompakter Form erlautert. Im Fokus stehen dabei nicht theoretische Konstrukte, sondern anspruchsvolle, systematisch-analytische Praxisanforderungen. Daher ist dieses Buch sowohl fur Studierende in Managementstudiengangen als auch Manager im B-t-C- und vor allem B-t-B-Vertrieb von hoher Relevanz.


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Product Details
  • ISBN-13: 9783428147939
  • Publisher: Duncker & Humblot
  • Publisher Imprint: Duncker & Humblot
  • Language: German
  • Returnable: N
  • ISBN-10: 3428147936
  • Publisher Date: 23 Sep 2015
  • Binding: Paperback
  • No of Pages: 288
  • Weight: 4440 gr


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