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Investitionsgüter Erfolgreich Verkaufen: So Machen Sie Sich Fit Für Die PRAXIS
Hardcover
ISBN13: 9783658008383
Publisher: Springer Gabler
Published: Jul 5 2013
Pages: 131
Weight: 0.74
Height: 0.38 Width: 5.83 Depth: 8.27
Language: German
Investitionsgüter sind aufgrund ihrer Komplexität meist erklärungsbedürftig und bedeuten für den Käufer zugleich ein hohes Investitionsvolumen und ein gro es Risiko. Eine objektive Beratung im Verkaufsprozess hilft dem Kunden, dieses Risiko besser einzuschätzen und zu minimieren. Bei der Beratung sind jedoch nicht die Produktkenntnisse des Vertriebsmitarbeiters auschlaggebend, sondern seine Fähigkeit, die bevorstehende Investition für den Kunden in einen grö eren Zusammenhang zu bringen. Dieses Buch vermittelt zunächst komprimiertes Know-how für Einsteiger und Profis im Investitionsgütervertrieb und bietet im anschlie enden Selbsttrainingsteil eine systematische Begleitung im Tagesgeschäft. Hier flie t betriebswirtschaftliches Hintergrundwissen mit ein, sodass die Handlungsempfehlungen immer auf einem soliden Fundament fu en. In einer abschlie enden Frage-Antwort-Übersicht werden die wichtigsten Probleme des Tagesgeschäfts noch einmal kompakt zusammengefasst, zudem erhält der Leser Anregungen für weitere Karriereschritte im Investitionsgütervertrieb.
Ein praktisches Selbsttrainingsprogramm mit zahlreichen Beispielen, Übungen und Checklisten.
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