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Modernes Verkaufsmanagement: Eine Anleitung Zur Kundenpflege, Verkaufsförderung Und Umsatzverbesserung Mit DV-Unterstützung by Erik Wischnewski

Modernes Verkaufsmanagement: Eine Anleitung Zur Kundenpflege, Verkaufsförderung Und Umsatzverbesserung Mit DV-Unterstützung

by Erik Wischnewski
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Book cover type: Paperback
  • ISBN13: 9783528053888
  • Binding: Paperback
  • Subject: N/A
  • Publisher: Vieweg+teubner Verlag
  • Publisher Imprint: Vieweg+teubner Verlag
  • Publication Date:
  • Pages: 206
  • Original Price: USD 69.99
  • Language: German
  • Edition: Softcover Repri
  • Item Weight: 268 grams
  • BISAC Subject(s): Shakespeare

Das Buch richtet sich an aBe AuBen- und Innendienstmitarbeiter, Verkaufer und Vertriebe, die im engeren und weiteren Sinne mit der Akquisition und dem Verkauf von Ware jeder Art zu tun haben. Ein besonderes Augenmerk wird auf den Direktvertrieb (Strukturvertrieb) gerichtet. Hierzu werden verschiedene Strukturen und deren Provisionssysteme vorgestellt . Neben einer Einfiihrung in die verschiedenen Vertriebsarten findet der selbstandige Handelsvertreter sein eigenes Kapitel. Dieses behandelt die wichtigsten rechtlichen Aspekte und die Einrichtung eines Biiros. Fiir aIle Bereiche wichtig ist das Kapitel zur Kundengewinnung, dem sich Aus- fiihrungen zum Thema Motivation des Kunden, Argumentation und Gesprachsfiihrung anschlieBen. Auch der Einwandbehandlung wird der gebiihrende Platz gewidmet. Anhand einer Fallstudie wird das Thema Prasentation plastisch besprochen. Ratschlage zur Verbesserung des eigenen Verkaufserfolges werden gegeben. SchlieBlich werden die M6glichkeiten einer PC-gestiitzten Kundenverwaltung, einer Tourenplanung, eines Berichtswesens, einer Man6verkritik und einer Umsatzplanung ausfiihrlich am Beispiel des VerkaufsManagers PROSALE er6rtert. Der Autor bringt seine ganzen Erfahrungen als Vertriebsleiter bei AEG- Telefunken und seine zahlreichen Kontakte zu vielen Strukturvertrieben in dieses Buch ein.

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