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Home > Business and Economics > Finance and accounting > Finance and the finance industry > Erfolgsfaktor Vertrauen bei der Versicherungsvermittlung: Theorie und Praxis eines effektiven Marketings(Edition Versicherungsmagazin)
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Erfolgsfaktor Vertrauen bei der Versicherungsvermittlung: Theorie und Praxis eines effektiven Marketings(Edition Versicherungsmagazin)

Erfolgsfaktor Vertrauen bei der Versicherungsvermittlung: Theorie und Praxis eines effektiven Marketings(Edition Versicherungsmagazin)


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About the Book

Dieses Buch hilft Versicherungsvermittlern beim nachhaltigen Aufbau von Vertrauen zu potenziellen und bereits gewonnenen Kunden. Dazu vermittelt Volker Eickenberg praxisnah die Methoden des Purpose Marketing. Beim Verkauf von Dienstleistungen (in einer Dienstleistungsgesell­schaft) kommt es entscheidend darauf an, das mit dem Purpose Marketing gewonnene Vertrauen der Kunden auf­rechtzu­erhalten und für das interpersonale Vertrauen zu stärken. Es gilt, mit Dienstleis­tun­gen das Lebensgefühl der Privatkunden vertrauensvoll zu bedienen. Das gewonnene Kunden­vertrauen führt (im Sinne der Corporate Social Responsibility) zur Verantwortung des Manage­ments und Manager (vierte Säule zur Triple Bottom Line): vertrauen basierte Verantwortung.

Table of Contents:
Trust Management im Versicherungsvertrieb.- Versicherungsvermittler als Human Touchpoint des Vertrauens.- Wie Versicherungsvermittler das Kundenvertrauen gewinnen.- Welche Profile der Versicherungsvermittler Vertrauen fördern.- Welche Chancen Versicherungsvermittler für die Vertrauensbildung haben.- Welche Vertrauenpotenziale Versicherungsvermittler haben.- Wie Versicherungsvermittler Trust Management mit Marketing realisieren.- Wie im persönlichen Verkauf Vertrauen gewonnen wird.- Beispielhafte Vertrauensaktivitäten aus der Praxis.

About the Author :
Prof. Dr. Dr. Volker Eickenberg lehrt Marketing und Vertrieb. Er blickt auf eine fast 30-jährige Berufs­tä­tigkeit in unterschiedlichen Leitungs- und Spezialistenfunktionen in der Beratung sowie im Mar­ke­ting und Vertrieb nationaler und internationaler Dienstleister zurück. Er beschäftigt sich seit mehr als fünfzehn Jahren mit dem interpersonalen Kundenvertrauen.   


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Product Details
  • ISBN-13: 9783658369064
  • Publisher: Springer-Verlag Berlin and Heidelberg GmbH & Co. KG
  • Publisher Imprint: Springer Gabler
  • Height: 210 mm
  • No of Pages: 395
  • Series Title: Edition Versicherungsmagazin
  • Width: 148 mm
  • ISBN-10: 365836906X
  • Publisher Date: 26 Jun 2022
  • Binding: Paperback
  • Language: German
  • Returnable: Y
  • Sub Title: Theorie und Praxis eines effektiven Marketings


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Erfolgsfaktor Vertrauen bei der Versicherungsvermittlung: Theorie und Praxis eines effektiven Marketings(Edition Versicherungsmagazin)
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Erfolgsfaktor Vertrauen bei der Versicherungsvermittlung: Theorie und Praxis eines effektiven Marketings(Edition Versicherungsmagazin)
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