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Dieses Praxisbuch bringt die entscheidenden Interaktionsspielfelder im Vertrieb, nmlich den Angebots-, Beratungs- und Beziehungsvertrieb sowie den Push-Vertrieb, in ein bersichtliches Klassifizierungssystem. Der Autor zeigt, welche Fhigkeiten dort jeweils gefragt sind. Er stellt den kompletten Verkaufsprozess von der Zielbildung ber die Terminierung, Angebotserstellung und Preisverhandlung bis zum After-Sales vor und bietet zugleich ein Toolkit fr gekonntes Fragen, professionelle Einwandbehandlung, optimale Nutzenargumentation sowie clevere Abschluss- und Verhandlungstechniken. Mit Tipps aus der Schatzkiste eines leidenschaftlichen Verkufers, ergnzt um direkt anwendbare Tricks, Techniken und Taktiken!.
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