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Kundennutzen: Die Anwendung Im Verkaufsgespräch: So Verhandeln Sie Wert- Und Nutzenorientiert by Thomas Menthe, Manfred Sieg

Kundennutzen: Die Anwendung Im Verkaufsgespräch: So Verhandeln Sie Wert- Und Nutzenorientiert

by Thomas Menthe , Manfred Sieg
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Book cover type: Paperback
  • ISBN13: 9783834936202
  • Binding: Paperback
  • Subject: N/A
  • Publisher: Gabler Verlag
  • Publisher Imprint: Gabler Verlag
  • Publication Date:
  • Pages: 162
  • Original Price: EUR 35.5
  • Language: German
  • Edition: 2013
  • Item Weight: 291 grams
  • BISAC Subject(s): Management

Der Verkauf von Kundennutzen ist die einzige nachhaltige Strategie für Verkäufer und Unternehmen, um im Preiswettbewerb bestehen zu können. In diesem Buch wird Schritt für Schritt und an vielen praktischen Beispielen dargestellt, wie die Verkaufsverhandlung durch die Präsentation des individuell abgestimmten Kundennutzens auf der Basis einer motivorientierten Bedarfsanalyse gelingt.

"Vorbereitung, fragen und zuhören, Bedarfserkennung, individueller Nutzen: das ist Wertschätzung und damit der richtige Weg in der heutigen Zeit."

Dirk Wegener, Senior Manager Sales Development,
Carlsberg Deutschland Markengesellschaft​

"Die Autoren geben praktische Anleitungen und Verkaufshilfen für die Vertriebsarbeit. Sie erklären umfassend, in welchen Bereichen Verkäufer Mehrwert erzeugen können."

Armin Burmeister, Geschäftsführer,
Botament Systembaustoffe GmbH & Co. KG

"Eine zielführende und praxisorientierte Anleitung auch für den bereits ambitionierten Verkäufer. Sehr zu empfehlen!"

Thorsten Scholl, Senior Director, SymphonyIRI Group GmbH

"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

"Ein gro artiges Buch mit wertvollen Ideen und konkreten Techniken für den Einsatz im persönlichen Verkauf."

Serkan Caliskan, Senior Manager, BearingPoint GmbH

Thomas Menthe arbeitete nach dem Studium der Informatik mit Schwerpunkt BWL 14 Jahre lang in Training und Verkauf unterschiedlicher Branchen. 2001 gründete er sein eigenes Unternehmen für B2C-Vertrieb. Thomas Menthe ist als Consultant, Key Note Speaker und Dialogtrainer für mittelständische Unternehmen und internationale Konzerne tätig. Er hat bereits sechs Bücher zum Thema Vertrieb, Führung und Coaching veröffentlicht.


Manfred Sieg war in verschiedenen leitenden Funktionen in Vertrieb und Service bei IBM tätig, bevor er sich 2003 als Berater und Trainer selbstständig machte. Er ist Sparringspartner für ganzheitliche, vertriebsorientierte Unternehmensentwicklung, gefragter Veranstaltungsredner, Verfasser zahlreicher Fachartikel und Co-Autor mehrerer Buchveröffentlichungen.

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