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Was Viele Verkäufer Nicht Zu Fragen Wagen: 110 Tipps Für Bessere Verkaufsresultate Im Außendienst

Was Viele Verkäufer Nicht Zu Fragen Wagen: 110 Tipps Für Bessere Verkaufsresultate Im Außendienst

          
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About the Book

Verkauf im Außendienst: Dieses Buch verrät die besten Tipps und Tricks.
Handelsvertreter müssen tagtäglich das schier Unmögliche vollbringen: Kunden, die bisher keinerlei Bedarf für ein Produkt sahen, von einem Kauf überzeugen. Wie diese Herausforderung zur Routine wird, verrät Oliver Schumacher in seinem Buch über den Verkauf im Außendienst.
Der Ratgeber beantwortet die häufigsten und zugleich kniffligsten Probleme, mit denen Mitarbeiter im Vertrieb konfrontiert sind, darunter:

  • Wie erreiche ich meine Zielvorgaben?
  • Wie setze ich mich in Preisverhandlungen besser durch?
  • Wie überwinde ich Hemmungen bei der Neukundenakquise?
Insgesamt hat der Autor 11 konkrete Fragen zusammengestellt, auf die Leser nicht weniger als 110 Antworten finden.

Wege zur erfolgreichen Kundengewinnung
Verkäufer im Außendienst stehen an der Schnittstelle zwischen Vertriebsleitern, die maximalen Umsatz erzielen möchten, und Kunden, die minimal an einem Kaufvertrag interessiert sind. Dabei leiden sie nicht selten unter chronischer Überlastung. Damit es gar nicht erst soweit kommt, stellt Schumacher in seinem Ratgeber ein Rundum-Paket zur Verfügung, inklusive

  • konkreter Formulierungshilfen
  • kritischer Denkanstöße und
  • übersichtlicher Checklisten
Bevor Schumacher als Verkaufstrainer und Redner tätig wurde, arbeitete er viele Jahre im Außendienst eines B2B-Unternehmens. Inzwischen hat er bereits sechs Bücher veröffentlicht, in denen er sein Fachwissen und persönliche Erfahrungswerte teilt. Um anfängliche Abneigung in eine ernsthafte Kaufabsicht zu verwandeln, müssen Außendienstmitarbeiter bei Verkaufsgesprächen vor allem folgende Kompetenzen einsetzen:
  • Kreativität
  • Flexibilität
  • Selbstbewusstsein
Wie sich diese Eigenschaften gezielt trainieren lassen, erklärt der Autor in seinem aktuellen Buch über den Verkauf im Außendienst mithilfe von lebensnahen Beispielen und Lösungsvorschlägen. Dabei lernen Verkäufer nicht nur, wie sie Höchstleistungen erzielen, sondern auch, wie sie niemals die Freude an ihrer Arbeit verlieren.



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Product Details
  • ISBN-13: 9783658272517
  • Publisher: Springer Fachmedien Wiesbaden
  • Publisher Imprint: Springer Gabler
  • Height: 208 mm
  • No of Pages: 149
  • Spine Width: 8 mm
  • Weight: 227 gr
  • ISBN-10: 3658272511
  • Publisher Date: 29 Dec 2019
  • Binding: SA
  • Language: German
  • Returnable: Y
  • Sub Title: 110 Tipps Für Bessere Verkaufsresultate Im Außendienst
  • Width: 150 mm


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