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Selling to the Top: Wie Sie Direkt an Entscheidungstrager Verkaufen

Selling to the Top: Wie Sie Direkt an Entscheidungstrager Verkaufen


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About the Book

Haben Sie sich schon einmal gefragt, warum die meisten Verkaufer soviel Zeit in Kundenbesuche, Prasentationen und schriftliche Aus arbeitungen fur Interessenten investieren, ohne jedoch den ge wunschten Verkaufsabschluss zu erzielen? Haben Sie schon einmal uberlegt, ob soviel Aufwand wirklich notig ist? Tatsache ist, dass die meisten von uns sich an die falsche Adresse wenden. Wir bleiben im Unternehmen des Kunden bei Ansprech partnern auf den "unteren Etagen" stecken und dringen nicht zu den tatsachlichen Entscheidungstragern vor. Wir lassen uns abblok ken, vertrosten und erfahren oft nicht, warum und von wem unser Angebot abgelehnt wurde, denn die wirklichen Entscheidungstra ger sitzen nicht dort, wo wir unsere ausgefeilten Angebote abge ben. In diesem Buch mochte ich Ihnen zeigen, welche Vorteile sich fur Sie ergeben, wenn Sie an die tatsachlichen Entscheidungstrager herantreten, den Kontakt also direkt an der Spitze knupfen. Sie erfahren, wie Sie die Entscheider im Buying Center ermitteln und durch Prazisionsmarketing - statt durch Verkauf an die Masse- bessere Geschafte machen. Sie werden auch lernen, warum Kun den kaufen, welche Kriterien bei Kaufentscheidungen eine Rolle spielen, und wann es vernunftiger ist, den Schauplatz zu verlassen. Was ich Ihnen in diesem Buch nicht vermitteln mochte, ist Ver kaufsgewandtheit - die besitzen Sie bereits. Mir geht es darum, Sie beim Aufbau von Beziehungen und Partnerschaften anzuleiten und Ihnen zu zeigen, wie Sie sich Respekt und Vertrauen Ihres Kunden verdienen konnen. Vor allem werden Sie schon bald Gesprachs partner einschatzen konnen, denen Sie noch nie zuvor begegnet sind."

Review :
"Jede Menge kluger Regeln, kreuz und quer durch die Verkaufstechnik." acquisa, 01.12.1995


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Product Details
  • ISBN-13: 9783409196888
  • Publisher: Gabler Verlag
  • Publisher Imprint: Gabler Verlag
  • Language: German
  • Returnable: N
  • Weight: 394 gr
  • ISBN-10: 3409196889
  • Publisher Date: 01 Sep 1995
  • Binding: Hardback
  • No of Pages: 188
  • Sub Title: Wie Sie Direkt an Entscheidungstrager Verkaufen


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