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Vertrieb Im Industriegütergeschäft Aus Anbietersicht: Untersuchung Erfolgskritischer Faktoren Nach Geschäftstypen
Paperback
Series: Marketing-Management
ISBN13: 9783658048655
Publisher: Springer Gabler
Published: Jan 27 2014
Pages: 309
Weight: 0.97
Height: 0.75 Width: 5.83 Depth: 8.27
Language: German
Die Bedeutung des Vertriebs in Industriegüterunternehmen ist unbestritten. In der Praxis fehlt jedoch häufig ein systematischer Ansatz, um die unterschiedlichen Kundenanforderungen in den verschiedenen Geschäftsfeldern aus Vertriebssicht differenziert bearbeiten zu können. Michael Weibel untersucht den Vertrieb innerhalb des Produkt-, System-, Zuliefer- und Anlagengeschäfts und analysiert die Relevanz unterschiedlicher Themenfelder sowie deren Erfolgswirkung. Im Mittelpunkt seiner empirischen Untersuchung stehen Aspekte des Vertriebsmanagements auf der Unternehmens- und der Mitarbeiterebene sowie Fragen zum persönlichen Verkauf.
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