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Die Informationsrevolution im Vertrieb
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Jedes zweite Unternehmen beklagt schwerwiegene Mngel beim Einsatz von CAS-Systemen. Woran liegt das? Computer Aided Selling, so die Autoren, hat zwar die administrativen Ttigkeiten im Verkauf erleichtert, aber den Verkaufsproze insgesamt nicht optimiert. Unternehmen, die auch in Zukunft im Wettbewerb bestehen wollen, mssen die Mglichkeiten von CAS besser ausschpfen und die umfassende Informationsversorgung Ihrer Verkaufsteams sicherstellen. Nur so knnen Verkufer als Unternehmer im Unternehmen flexibel und kundenorientiert agieren und Total Quality im Verkauf erreichen. Das Buch zeigt, wie es gelingt, durch die gelungene Kombination moderner Managementmethoden mit neuester Informationstechnologie den Verkaufserfolg zu steigern und echte Kundennhe zu erreichen.
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