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Effektives Verhalten von Vertriebsmitarbeitern im Kundenkontakt

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Springer Nature
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N/A
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0
GTIN
9783834986016
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New
Product Description

In Wissenschaft und Praxis herrscht heute berwiegend die Ansicht, dass kundenorientiertes Verhalten von Verkufern gut und abschlussorientiertes Verhalten schlecht ist. Auf Basis einer umfassenden, branchenbergreifenden Befragung von Vertriebsleitern, Vertriebsmitarbeitern und Kunden untersucht Michael Mller, inwiefern kunden- und abschlussorientierte Verhaltensweisen tatschlich einen Einfluss auf den Verkaufserfolg und die Kundenloyalitt haben. Zudem identifiziert der Autor eine Reihe von Fhrungsmanahmen und persnlichen Eigenschaften, die das Verhalten von Vertriebsmitarbeitern beeinflussen.

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