Empathisch Kommunizieren Und Verkaufen Das Geheimnis Kundenorientierter Kommunikation
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Empathisch Kommunizieren Und Verkaufen Das Geheimnis Kundenorientierter Kommunikation
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Author : Martin Härtel
language : de
Publisher: diplom.de
Release Date : 2014-03-07
Empathisch Kommunizieren Und Verkaufen Das Geheimnis Kundenorientierter Kommunikation written by Martin Härtel and has been published by diplom.de this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-03-07 with Business & Economics categories.
1. Einleitung: 1.1, Hintergründe und Problemstellung: Fragen Sie sich nicht auch manchmal, was Ihr Gegenüber gerade denkt? Sie wollen wissen, wie sich Ihr Gesprächspartner fühlt, welche Wünsche und Ängste ihn beschäftigen? Vielleicht streben Sie sogar eine Karriere im Vertrieb an und fragen sich daher, wie es möglich ist, seinen Kunden genau zu analysieren, zu verstehen und auf Augenhöhe miteinander zu kommunizieren. Lassen sich die Handlungen von Menschen eventuell ohne ihr eigenes Wissen steuern und in eine gewünschte Richtung lenken? Und wenn ja, wie ließe sich ein derartiges Verhalten herbeiführen? Im direkten Vertrieb und Gespräch mit dem Kunden entscheiden heutzutage vielmehr die Sympathie- und Vertrauenswerte des Verkäufers beim Abnehmer über Kauf oder Nichtkauf. In einer Studie des Marktforschungsinstitutsforum! gaben 88 Prozent der befragten Teilnehmer an, dass das Produkt oder der Preis weniger ausschlaggebend beim Kaufprozess sind als der gute Kontakt zum Handelsvertreter. Bevor ein Produkt oder eine Lösung verkauft werden kann, heißt es als Person zu überzeugen. Nur wer vertrauenswürdig und sympathisch ist, ist auch in der Lage, erfolgreich zu verkaufen. Sehr oft entscheidet der erste Eindruck innerhalb weniger Sekunden über Sympathie oder Antipathie. Ob bewusst oder unbewusst, anhand von verschiedenen äußeren Signalen wird intuitiv der Entschluss gefasst, inwieweit zwei Personen miteinander harmonisieren oder nicht. Im Vertrieb kann sich der Mitarbeiter seine Kunden jedoch nicht immer aussuchen. Nahezu täglich wechseln die Kommunikationspartner. Verkäufer sind daher gezwungen, sich auf die unterschiedlichen Charaktere immer wieder neu einzustellen. Eine hohe emotionale Intelligenz ist erforderlich, um sich in neue Persönlichkeiten hineinzuversetzen. Im Vertrieb bedeutet dies, die Werte seines Kunden zu erkennen und Verständnis für die jeweilige Situation aufzubringen. [...]
The Power Of Empathy
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Author : Arthur P. Ciaramicoli
language : en
Publisher: Plume Books
Release Date : 2001
The Power Of Empathy written by Arthur P. Ciaramicoli and has been published by Plume Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001 with Empathy categories.
Empathy, an innate human capacity that gives us the ability to understand the unique experiences of another person, is the most overlooked component of relationships. By allowing us to connect with one another on a meaningful and fulfilling level, it "can help and heal us all. This excellent book shows you how" (Edward Hallowell, M.D., author of Connect). Using a practical and inspiring plan for making empathy a vital part of your everyday life, discover: -- Why empathy is crucial to finding love -- How to be an empathic listener -- How empathy can improve sex and create lasting intimacy -- How empathy differs from sympathy -- 10 steps to avoiding the pitfalls of negative empathy -- How empathy can help rebuild a relationship and restore confidence, trust, and faith Prescriptive and provocative, The Power of Empathy shows us how we can transform our lives -- and the lives of those we love.
Lion Lights My Invention That Made Peace With Lions
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Author : Richard Turere
language : en
Publisher: Tilbury House Publishers and Cadent Publishing
Release Date : 2022-08-02
Lion Lights My Invention That Made Peace With Lions written by Richard Turere and has been published by Tilbury House Publishers and Cadent Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-08-02 with Juvenile Nonfiction categories.
Winner of the 2023 Children’s Africana Book Award (CABA), which is awarded by The Center for African Studies at Howard University. Outstanding Science Trade Book for 2022 by the National Science Teaching Association and the Children’s Book Council. California Eureka Silver Honoree 2022 A story of ingenuity and perseverance. Richard Turere’s own story: Richard grew up in Kenya as a Maasai boy, herding his family’s cattle, which represented their wealth and livelihood. Richard’s challenge was to protect their cattle from the lions who prowled the night just outside the barrier of acacia branches that surrounded the farm’s boma, or stockade. Though not well-educated, 12-year-old Richard loved tinkering with electronics. Using salvaged components, spending $10, he surrounded the boma with blinking lights, and the system works; it keeps lions away. His invention, Lion Lights, is now used in Africa, Asia, and South America to protect farm animals from predators.
Customer Based View
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Author : Bruno Busacca
language : en
Publisher: EGEA spa
Release Date : 2020-10-05T10:00:00+02:00
Customer Based View written by Bruno Busacca and has been published by EGEA spa this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-10-05T10:00:00+02:00 with Business & Economics categories.
The imperative of sustainable growth has clearly emphasized the importance of customer centricity and marketing skills, on which depends the ability to grasp the signs of market change, to internalize the customer in business processes, and to deliver a dynamic, attractive and distinctive value proposition. This ability is the precondition for the economic and competitive success of every company in the long run. From this perspective, the book deepens the role of marketing in the creation of company value. Upon illustrating the fundamental strategies to improve marketing performance, we examine the links among customer value, customer satisfaction and customer relations, delving into measurement techniques and management implications.
The Communicative Construction Of Reality
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Author : Hubert Knoblauch
language : en
Publisher: Routledge
Release Date : 2019-12-06
The Communicative Construction Of Reality written by Hubert Knoblauch and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-12-06 with Social Science categories.
This volume advocates a shift from the social constructivism found in the work of Thomas Luckmann and Peter Berger, to a communicative constructivism that acknowledges communication as an embodied form of action in its own right, according to which social actors, in engaging in communicative action, construct a material social reality that guides, delimits, and enables actions. A study of the importance of understanding the role of communication in an age in which digitization and mediatization have extended the reach of communication to a global level and brought about the emergence of the communication society, The Communicative Construction of Reality shows how communication society does not merely replace modern society and its hierarchical institutions, but complements it in a manner that continually results in conflicts leading to the refiguration of society. As such, it will appeal to scholars of sociology with interests in the sociology of knowledge, communication, and social theory.
Misguided Virtue
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Author : David Henderson
language : en
Publisher:
Release Date : 2001
Misguided Virtue written by David Henderson and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001 with Business & Economics categories.
The author argues that the doctrine of corporate social responsibility will damage prosperity in poor countries as well as rich.
Killing And Letting Die
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Author : Bonnie Steinbock
language : en
Publisher: Fordham Univ Press
Release Date : 1994
Killing And Letting Die written by Bonnie Steinbock and has been published by Fordham Univ Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1994 with Family & Relationships categories.
This collection contains twenty-one thought-provoking essays on the controversies surrounding the moral and legal distinctions between euthanasia and "letting die." Since public awareness of this issue has increased this second edition includes nine entirely new essays which bring the treatment of the subject up-to-date. The urgency of this issue can be gauged in recent developments such as the legalization of physician-assisted suicide in the Netherlands, "how-to" manuals topping the bestseller charts in the United States, and the many headlines devoted to Dr. Jack Kevorkian, who has assisted dozens of patients to die. The essays address the range of questions involved in this issue pertaining especially to the fields of medical ethics, public policymaking, and social philosophy. The discussions consider the decisions facing medical and public policymakers, how those decisions will affect the elderly and terminally ill, and the medical and legal ramifications for patients in a permanently vegetative state, as well as issues of parent/infant rights. The book is divided into two sections. The first, "Euthanasia and the Termination of Life-Prolonging Treatment" includes an examination of the 1976 Karen Quinlan Supreme Court decision and selections from the 1990 Supreme Court decision in the case of Nancy Cruzan. Featured are articles by law professor George Fletcher and philosophers Michael Tooley, James Rachels, and Bonnie Steinbock, with new articles by Rachels, and Thomas Sullivan. The second section, "Philosophical Considerations," probes more deeply into the theoretical issues raised by the killing/letting die controversy, illustrating exceptionally well the dispute between two rival theories of ethics, consequentialism and deontology. It also includes a corpus of the standard thought on the debate by Jonathan Bennet, Daniel Dinello, Jeffrie Murphy, John Harris, Philipa Foot, Richard Trammell, and N. Ann Davis, and adds articles new to this edition by Bennett, Foot, Warren Quinn, Jeff McMahan, and Judith Lichtenberg.
Rebel Code
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Author : Glyn Moody
language : en
Publisher: Basic Books
Release Date : 2009-02-18
Rebel Code written by Glyn Moody and has been published by Basic Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-02-18 with Business & Economics categories.
"Open source" began as the mantra of a small group of idealistic hackers and has blossomed into the all-important slogan for progressive business and computing. This fast-moving narrative starts at ground zero, with the dramatic incubation of open-source software by Linux and its enigmatic creator, Linus Torvalds. With firsthand accounts, it describes how a motley group of programmers managed to shake up the computing universe and cause a radical shift in thinking for the post-Microsoft era. A powerful and engaging tale of innovation versus big business, Rebel Code chronicles the race to create and perfect open-source software, and provides the ideal perch from which to explore the changes that cyberculture has engendered in our society. Based on over fifty interviews with open-source protagonists such as Torvalds and open source guru Richard Stallman, Rebel Code captures the voice and the drama behind one of the most significant business trends in recent memory.
The Employer Brand
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Author : Simon Barrow
language : en
Publisher: John Wiley & Sons
Release Date : 2011-01-19
The Employer Brand written by Simon Barrow and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-01-19 with Business & Economics categories.
Levels of 'employer brand awareness' are rising fast across Europe, North America and Asia-Pacific, as leading companies realise that skilled, motivated employees are as vital to their commercial success as profitable customers and apply the principles of branding to their own organization. Starting with a review of the pressures which have generated current interest in employer branding, this definitive book goes on to look at the historical roots of brand management and the practical steps necessary to achieve employer brand management success - including the business case, research, positioning, implementation, management and measurement. Case studies of big-name employer brand stories include Tesco, Wal-Mart, British Airways and Prêt a Manger.
Relationship Marketing
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Author : Manfred Bruhn
language : en
Publisher: Pearson Education
Release Date : 2003
Relationship Marketing written by Manfred Bruhn and has been published by Pearson Education this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003 with Business & Economics categories.
'Relationship Marketing' delivers a comprehensive unifying principle with which to approach the subject. Current debates are examined to develop both a theoretical and conceptual approach to the topic.