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Akquisitionszyklen und -prozesse im B2B-Bereich

Akquisitionszyklen und -prozesse im B2B-Bereich

Brand
Springer Nature
Manufacturer
N/A
Part Number
0
GTIN
9783658122355
Condition
New
Product Description

Dirk Lippold erlutert die Hintergrnde und Mechanismen der Akquisition im B2B-Bereich. Zunchst werden wichtige Grundbegriffe, Elemente und der Akquisitionszyklus mit seiner besonderen Bedeutung fr das Lead und Opportunity Management erklrt. Es folgen Einblicke in die Besonderheiten der Vermarktung von komplexen, erklrungsbedrftigen Produkten und Leistungen sowie in das Akquisitionscontrolling. Im Mittelpunkt stehen dabei eine strukturierte Darstellung der einzelnen Phasen des Verkaufsgesprchs und Hinweise darber, wie sich der Verkufer in diesen Phasen verhalten sollte. Der Leser wird umfassend ber die Ablufe beim Verkauf von Produkten und Leistungen an Firmenkunden informiert.

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