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Instrumente zur Motivation von Außendienstmitarbeitern

Instrumente zur Motivation von Außendienstmitarbeitern

          
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About the Book

Inhaltsangabe: Einleitung: Ein sehr wichtiges Leistungspotential eines jeden Unternehmens sind seine Mitarbeiter. Nur mit diesen lassen sich Erfolge erzielen und Misserfolge zu einem großen Teil reduzieren. Innerhalb des gesamten Personals einer Firma haben Außendienstmitarbeiter eine besondere Rolle zu erfüllen, da in einer Vielzahl von Unternehmungen nur durch sie Aufträge, Umsätze und Gewinne direkt erzielt werden können. Dabei unterscheidet sich ihr Arbeitsalltag diametral von allen anderen Mitarbeitern. Sie sind die meiste Zeit außerhalb der Firma tätig und sind oft weit weg von ihren Familien. Ihr Beruf genießt in der Gesellschaft keinen guten Ruf. Die Personengruppe muss Tag für Tag Kunden zum Kauf überzeugen, die sich nicht kaufwillig und manchmal unhöflich, fordernd und sogar drohend verhalten. Des weiteren stehen die Verkäufer nicht unter direkter Überwachung. Dies verdeutlicht, dass der Verkauf über den Außendienst eine schwierige und harte Arbeit darstellt. Wegen der wichtigen Tätigkeit und des harten Arbeitsumfeldes nimmt die Motivierung bei diesen Personen einen weit wichtigeren Stellenwert ein, als bei anderen Tätigkeiten im Betrieb. Diese Ausarbeitung erläutert zunächst die Grundlagen zum persönlichen Verkauf und zur Motivation. Danach werden eingehend die diversen Motivationsinstrumente dargestellt und beurteilt. Schlussendlich wird noch eine adäquate Zuordnung der Motivationsinstrumente zu wichtigen Verkaufszielen vollzogen. Inhaltsverzeichnis: Inhaltsverzeichnis: AbbildungsverzeichnisIV TabellenverzeichnisIV A.Einführung1 B.Grundlagen zum persönlichen Verkauf und Außendienst1 I.Definition und Ziel des persönlichen Verkaufs1 II.Aufgaben des persönlichen Verkaufs2 III.Formen des persönlichen Verkaufs2 IV.Systematisierung des persönlichen Verkaufs innerhalb des Marketing-Mix3 V.Bedeutung des persönlichen Verkaufs innerhalb des Marketing-Mix3 VI.Arten von Mitarbeitern im Außendienst5 1.Unterteilung nach rechtlichen Gesichtspunkten5 a)D


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Product Details
  • ISBN-13: 9783838603872
  • Publisher: Diplom.de
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 5 mm
  • Width: 148 mm
  • ISBN-10: 3838603877
  • Publisher Date: 27 Aug 1997
  • Height: 210 mm
  • No of Pages: 84
  • Series Title: German
  • Weight: 122 gr


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