Springer Gabler
Verkaufsfaktor Kundennutzen (English, Christian Sickel)
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About the Book
Die meisten Verkaufsgespräche scheitern, weil die angebotene Lösung nicht zum Problem des Kunden passt. In solchen Fällen versagt sogar die "Wunderwaffe" Preisnachlass. "Verkaufsfaktor Kundennutzen" zeigt an zahlreichen Beispielen aus der Verkaufspraxis, wie es gelingt, wertvolle Informationen für die Bedarfsanalyse zu gewinnen, die Motive der Kunden gezielt zu erforschen, die Merkmale eines Produkts oder einer Leistung in konkreten Nutzen zu ver…
ISBN: 9783658009366
Book Specifications
| ISBN-13 | 9783658009366 |
| ISBN-10 | 3658009365 |
| Publisher | Springer Gabler |
| Category | Springer Gabler |
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