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Systemisch verkaufen und beraten in der Finanzbranche

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Product Details

Brand
Springer Nature
Manufacturer
N/A
Part Number
0
GTIN
9783658058630
Condition
New
Product Description

Bernd W. Klckner stellt klassische und neue Verkaufs- und Beratungsanstze fr die Gestaltung der Kundenbeziehung vor. Er entwickelt einen phasenorientierten, systemischen Finanzberatungsansatz zur Kundenbindung in der Finanzberatung. Die Basis des Modells bilden ermittelte Einflussfaktoren aus systemischen Beratungsprozessen und Anstze aus der personalen Systemtheorie. Der Autor zeigt, dass auch bestehende Kundenbeziehungen durch persnliche Verkaufs- und Beratungsgesprche der Cross- und Up-selling-Aktivitten gepflegt werden mssen, um so die Beziehung zwischen Kunden und Verkufern in diesem Prozess zu optimieren und zu mehr Erfolg fr Finanzberater und grerer Zufriedenheit beim Kunden zu fhren. Die Wirksamkeit seines Ansatzes evaluiert er durch eine empirische Untersuchung.

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