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Kundennutzen: Die Basis Für Den Verkauf: So Verwandeln Sie Leistungen in Messbaren Mehrwert
Paperback
ISBN13: 9783834931573
Publisher: Gabler Verlag
Published: Sep 14 2012
Pages: 182
Weight: 0.71
Height: 0.42 Width: 6.69 Depth: 9.61
Language: German
Trotz Schnäppchenjagd und Geiz-ist-Geil-Mentalität sind Kunden auch heute noch bereit, für ein als besser empfundenes Angebot einen höheren Preis zu bezahlen. Wer keinen Wert bietet, muss über den Preis verkaufen - und das kann verhängnisvolle Folgen haben. Die einzige nachhaltige Strategie, um diesem Preiswettbewerb zu entgehen, besteht im Verkauf von Kundennutzen. In diesem Buch werden alle relevanten Aspekte des Kundennutzens behandelt und die Anwendung im Verkaufsprozess anhand zahlreicher Fallbeispiele detailliert erläutert.
Die Themenkombination Neuroökonomie, Verkauf und Investitionsnutzen gab es bisher noch nicht. Die Themen sind praxisorientiert und gebrauchsfertig behandelt. Dieses Buch hat das Zeug zum Standardwerk und gehört auf jeden Arbeitsplatz von Verkäufern, Marketing- und Produktmanagern sowie Vertriebsleitern.
Ursula Petry, Director of Market and Client Sales, ibm.com, Europe
IBM Sales & Distribution Deutschland GmbH
Nutzen ist das Bindeglied von Käufer und Verkäufer, Auftraggeber und Auftragnehmer. Die Autoren schreiben sehr sachkundig und praxisorientiert. 'Kundennutzen' vermittelt neue Einsichten, gibt Impulse und Inspiration, den Vertrieb in die Champions League zu führen.
Ralph Haupter, Vorsitzender der Geschäftsführung, Microsoft Deutschland GmbH
Vorbereitung, fragen und zuhören, Bedarfserkennung, individueller Nutzen: das ist Wertschätzung und damit der richtige Weg in der heutigen Zeit. Die Autoren geben praktische Anleitungen und Verkaufshilfen für den Vertriebsbereich. Im Buch wird umfassend erklärt, in welchen Bereichen Verkäufer Mehrwert erzeugen können.
Dirk Wegener, Senior Manager Sales Development,
Carlsberg Deutschland Markengesellschaft
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