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True Value Selling: So Verankern Sie Ihr Angebot Direkt in Der Wertschöpfungskette Ihrer Kunden
Paperback
ISBN13: 9783658038205
Publisher: Springer Gabler
Published: Sep 11 2014
Pages: 145
Weight: 0.57
Height: 0.33 Width: 6.69 Depth: 9.61
Language: German
True Value Selling ist eine strategisch wirksame Analyse- und Konstruktionsmethode, mit der ein Lieferantenunternehmen die Wertschöpfungskennzahlen eines Kundenunternehmens direkt beeinflusst. Bernhard Kaschek zeigt an konkreten Beispielen, wie Sales-Mitarbeiter ein Angebot glaubwürdig und nachhaltig so aufbauen, dass es positive Auswirkungen auf die individuellen Wertindikatoren der Kunden hat und sich vorteilhaft in ROI, EVA oder EBIT niederschlägt. Die True Value Selling-Methode entfaltet ihre Kraft insbesondere im Key-Account- und Global-Account-Management. Sie ist die optimale Grundlage für eine unverwechselbare Positionierung und ein professionelles Pricing des Lieferantenunternehmens, indem es dem Kunden einen ergebniswirksamen Einkauf garantiert.
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