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Leitfaden für Verkäufer: Die Synergie von Persönlichkeit und Technik

Leitfaden für Verkäufer: Die Synergie von Persönlichkeit und Technik

          
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About the Book

Bachelorarbeit aus dem Jahr 2010 im Fachbereich BWL - Offline-Marketing und Online-Marketing, Note: 1,9, accadis Hochschule Bad Homburg, Sprache: Deutsch, Abstract: Ein hohes Maß an Fachwissen ist in jedem Berufsfeld von entscheidender Bedeutung. Kompetenz ist generell grundlegend für eine qualitativ hochwertige Arbeitsweise. Dabei spielt es keine Rolle, ob es sich um einen Mediziner, einen Anwalt oder einen Verkäufer handelt. Doch in unserer heutigen, leistungsorientierten Gesellschaft wird ein wichtiger Faktor für die richtige Anwendung der Fachkompetenzen häufig unterschätzt. Neben den nötigen Fachkenntnissen spielt die persönliche Herangehensweise eine entscheidende Rolle. Denn sobald ein Kommunikationsprozess zwischen zwei Personen stattfindet, wird dieser in gewisser Weise auch persönlich. Gerade im Beruf des Verkäufers ist eine erfolgreiche Kommunikation mit Menschen absolut elementar. Technische Daten und Fakten wirken bei seiner Argumentation sicherlich unterstützend. Doch während Daten auf dem Papier größtenteils unverändert bleiben, ist jeder Kunde verschieden. Die oftmals unterschätzte Aufgabe des Verkäufers ist es daher, den Kunden seiner Persönlichkeit entsprechend von den eher nüchternen Daten individuell zu überzeugen. Ein Arzt sollte eine Sensibilität bei unerfreulichen Diagnosen besitzen und ein Rechtsanwalt sollte über ein hohes Selbstbewusstsein und Überzeugungskraft verfügen. Einem Spitzenverkäufer muss es hingegen gelingen, einen selbstbewussten Optimismus auszustrahlen, mit dem der Kunde individuell neben allen nüchternen Daten für das Produkt begeistert werden kann. Durch das Perfektionieren der persönlichen Herangehensweise und den klassischen Verkaufstechniken ist der Verkäufer auf einem guten Weg, den Erfolg für sich und seinen Kunden zu maximieren. Ziel dieser wissenschaftlichen Arbeit ist es, in der Wirtschaft bereits etablierte, klassische Verkaufstechniken durch die persönliche Grundeinstellung eines Verkäufers zu ergänzen und zu ve


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Product Details
  • ISBN-13: 9783640963249
  • Publisher: Grin Publishing
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 5 mm
  • Weight: 113 gr
  • ISBN-10: 3640963245
  • Publisher Date: 21 Jul 2011
  • Height: 210 mm
  • No of Pages: 76
  • Series Title: German
  • Sub Title: Die Synergie von Persönlichkeit und Technik
  • Width: 148 mm


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