Kompaktkurs Verkaufen Im B2b
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Kompaktkurs Verkaufen Im B2b
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Author : Olaf Esters
language : de
Publisher: Springer-Verlag
Release Date : 2018-04-18
Kompaktkurs Verkaufen Im B2b written by Olaf Esters and has been published by Springer-Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-04-18 with Business & Economics categories.
Der B2B-Vertrieb bietet Quereinsteigern aus Technik und IT vielfältige Karrierechancen. Allerdings benötigen sie im technischen Vertrieb neben ihrem Fachwissen auch fundierte Kenntnisse über Vertriebsstrategien, Verkaufsmethoden und Verhandlungstechniken. Dieses Buch führt Schritt-für-Schritt in das Handwerkzeug des Verkäufers und die Werkzeuge des Vertriebs ein. Kompakt und verständlich geschrieben, beleuchtet der Autor in dem Buch die unterschiedlichen Aufgaben und Rollen von Verkäufern im Wertschöpfungsprozess eines Unternehmens. Er erläutert die Organisation der komplexen Vertriebsprozesse sowie die vielfältigen Verkaufswege und Verkaufstechniken. Ein eigenes Kapitel befasst sich mit den IT-Instrumenten, beispielsweise für die Angebotserstellung, für Analyse und Planung. Viel Raum gibt der Autor der Frage, wie der Dialog mit Kunden auf Augenhöhe geführt werden kann. Anhand zahlreicher Beispiele demonstriert er, wie die Neukundenakquise gelingt, wie Vertriebsmitarbeiter Verkaufsgespräche optimal strukturieren und ergebnisorientiert zum Abschluss bringen können. Auch die begleitenden Aktivitäten wie Reporting und Dokumentation werden behandelt. Zusätzlich erhalten Leser wertvolle Tipps, anhand derer sie ihre persönliche Zielsetzung als Verkäufer überprüfen können. Wer diesen kompakten Crashkurs für den technischen Vertrieb absolviert, kann das Gelernte direkt in die Praxis umsetzen. Davon profitieren nicht nur Einsteiger, sondern auch Vertriebsmitarbeiter in mittelständischen Unternehmen, Key Accounter in Konzernen und Selbstständige. Denn das Buch zeigt auf, wie sich der Beruf des Verkäufers im Zuge von Digitalisierung, Big Data, E-Commerce und Multichannel-Strategien verändert hat und wie Verkäufer heute als Teil eines strategisch ausgerichteten Vertriebsteams agieren, um im Zusammenspiel mit anderen Fachabteilungen Marktanteile zu gewinnen.
Erfolgreich Verkaufen Im B2b
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Author : Hartmut Sieck
language : de
Publisher: Springer-Verlag
Release Date : 2007-12-05
Erfolgreich Verkaufen Im B2b written by Hartmut Sieck and has been published by Springer-Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-12-05 with Business & Economics categories.
Dieser Praxisleitfaden fokussiert auf die besonderen Herausforderungen im B2B-Vertrieb. Durch eine systematische Kundenanalyse und eine gründliche Wettbewerbsanalyse, die sich konkret auf den Kunden bezieht, lassen sich neue Geschäftspotenziale identifizieren. Der Aufbau eines systematischen Beziehungsmanagements wird ebenso detailliert behandelt wie das konkrete Verkaufsgespräch beim Kunden. Mit zahlreichen Checklisten, praktischen Tipps und Downloads im Internet.
Verkauf An Gesch Ftskunden Erfolgreiche Kommunikation Mit Entscheidern Und Eink Ufern Im B2b
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Author : Stephan Heinrich
language : de
Publisher:
Release Date : 2016
Verkauf An Gesch Ftskunden Erfolgreiche Kommunikation Mit Entscheidern Und Eink Ufern Im B2b written by Stephan Heinrich and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016 with categories.
Erhöhen Sie Ihre Abschlussrate im B2B! Sie wollen Projekte und Leistungen verkaufen, die erst geschaffen werden? Sie wollen ein JA zu einer Sache, die noch nicht da ist? Im komplexen B2B-Verkauf ist es schwer, das Vertrauen des Kunden aufzubauen, ihn zu begeistern und eine Entscheidung treffen zu lassen. In diesem Kurs lernen Sie, wie Sie Geschäftskunden seriös kontaktieren und zügig zur Entscheidung führen! Stephan Heinrich ist führender Experte im B2B Vertrieb und erhält seine Reputation als Trainer über den Internationalen Deutschen Trainerpreises 2012/13. Aufgrund seiner überzeugenden und methodischen Vorgehensweise gehört er zu den Top 100 Excellence Speaker und wird auch Sie zum B2B-Erfolg führen! In 14 strukturierten Lerneinheiten bekommen Sie einen detaillierten Einblick in Den Auswahlprozess neuer Kunden Das seriöse Ansprechen und das Verständnis für den Kunden Die Entscheidungsfindung bis zum Kaufabschluss Zusatzinfos über Psychologie, Praxiswerkzeuge und Strategien
Toolbox F R Den B2b Vertrieb
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Author : Enrico Purle
language : de
Publisher:
Release Date : 2019-08-22
Toolbox F R Den B2b Vertrieb written by Enrico Purle and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-08-22 with categories.
No Is Short For Next Opportunity
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Author : Martin Limbeck
language : en
Publisher: Morgan James Publishing
Release Date : 2014-11-18
No Is Short For Next Opportunity written by Martin Limbeck and has been published by Morgan James Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-11-18 with Business & Economics categories.
“This outstanding book goes straight to the heart of successful selling, showing you how to develop unshakable self-confidence in every sales situation” (Brian Tracy, author of Ultimate Sales Success). “A no does not mean that you should give up,” argues sales maven Martin Limbeck. “On the contrary, a no means you should keep at it.” Selling is easy if you can offer the lowest price or a top brand that everyone wants. But what if you don’t? What if the client says no? In sales, rejection comes with the territory. You will hear no, and you will hear it frequently. It’s normal. What’s important is what you do with that no . . . The right attitude toward selling is your key to success. Passion, pride, and perseverance are your most important assets. No Is Short for Next Opportunity will inspire you to develop the proper mindset for selling and to seal more deals. “This book is not an option for anyone who has ever heard the word “no”—buy it and read it today and start getting ‘yes’ tomorrow.” —Jeffrey Gitomer, author of The Little Red Book of Selling “This book will keep you going and growing throughout your career. I recommend it.” —Mark Sanborn, author of The Fred Factor and You Don’t Need a Title to Be a Leader “This book is bigger than sales. It’s a book about lifelong success. Your success.” —Randy Gage, author of the New York Times–bestseller Risky Is the New Safe “Read Martin Limbeck’s book and you will learn how to get past the no and realize your true potential.” —Ron Karr, author of Lead, Sell or Get Out of the Way “Compelling, complete, and courageous, this book will show you how to sell successfully to others and how to overcome the objections of even your most important client—you. I got new ideas and a new sense of hope from the very first page!” —Monica Wofford, CSP, CEO, Contagious Companies Inc. and author of Make Difficult People Disappear
Sales Enablement
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Author : Byron Matthews
language : en
Publisher: John Wiley & Sons
Release Date : 2018-05-01
Sales Enablement written by Byron Matthews 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 2018-05-01 with Business & Economics categories.
Put buyer experience and selling resources front-and-center to boost revenue Sales Enablement is the essential guide to boosting revenue through smarter selling. A thorough, practical introduction to sales enablement best practices, this book provides step-by-step approaches for implementation alongside expert advice. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results. Smarter buyers require smarter selling, and organizations who have implemented enablement programs attain revenue goals at a rate more than eight percent higher than those that do not. This book provides a 101 guide to sales enablement for any sales professional wanting to enhance sales and boost revenue in an era of consumer choice. Understand sales enablement and what it can do for your company Implement enablement using techniques that ensure sustainable, measureable performance impact Adopt proven best practices through step-by-step advice from experts Examine case studies that illustrate successful implementation and the impact of sales enablement on revenue Consumers are smarter, more connected, and more educated than ever before. Traditional sales strategies are falling by the wayside, becoming increasingly less effective amidst the current economic landscape. Companies who thrive in this sort of climate know how to speak to the customer in their own terms, and sales enablement keeps the customer front-and-center by providing sales people with the resources buyers want. Sales Enablement provides a scalable, sales-boosting framework with proven results.
Digital Transformation Now
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Author : Daniel R. A. Schallmo
language : en
Publisher: Springer
Release Date : 2018-01-12
Digital Transformation Now written by Daniel R. A. Schallmo and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-01-12 with Business & Economics categories.
Is digitalization a value-added approach? Global leaders believe so, and this book reveals how to digitally transform your business model and compete in today’s economy. It presents a roadmap consisting of five phases; Digital Reality, Digital Ambition, Digital Potential, Digital Fit, and Digital Implementation, each with step-by-step instructions as well as innovative activities and tools. This is a timely book offering professionals a concise, tried-and-trusted guide to the digital transformation of business models.
Digital Transformation Shaping The Subconscious Minds Of Organizations
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Author : Werner Leodolter
language : en
Publisher: Springer
Release Date : 2017-07-11
Digital Transformation Shaping The Subconscious Minds Of Organizations written by Werner Leodolter and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-07-11 with Psychology categories.
This book offers a new framework for conceptualizing and managing organizations when using new information and communication technologies, for example decision support and artificial intelligence. The book supports managers to actively guide the digital transformation of an organization through its strong metaphor of the subconscious mind of organizations. By designing and developing the subconscious mind, future organizations will evolve as successful and sustainable when implementing “hybrid intelligences” with a significant share of artificial intelligence but the clear primacy of the human. The author draws upon the psychological aspects of decision making, taking the reader from perception to analysis, conclusions and on to decision and action. Short, lucid stories support the conceptual ideas and form three narrations about the future of manufacturing, healthcare and retail. The effects of incorporating new technologies like sensors, visual analytics, decision support, artificial intelligence and robotics are explored. The reader gains a comprehensive view on management and organizational behavior, both as it is now and expectations for the future. This book will have wide appeal: information managers, strategists, organizational developers, management consultants and management students will find valuable support in this book which enables them to triumph in the digital transformation. The thought-provoking set of guiding principles and the ideas explored have something to offer to all those interested in the future of organizations, economics and society.
Price Management
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Author : Hermann Simon
language : en
Publisher: Springer
Release Date : 2018-12-11
Price Management written by Hermann Simon and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-12-11 with Business & Economics categories.
In this book, the world’s foremost experts on pricing integrate theoretical rigor and practical application to present a comprehensive resource that covers all areas of the field. This volume brings together quantitative and qualitative approaches and highlights the most current innovations in theory and practice. Going beyond the traditional constraints of “price theory” and “price policy,” the authors coined the term “price management” to represent a holistic approach to pricing strategy and tactical implementation. They remind us that the Ancient Romans used one word, pretium, to mean both price and value. This is the fundamental philosophy that drives successful price management where producer and customer meet. Featuring dozens of examples and case studies drawn from their extensive research, consulting, and teaching around the world, Simon and Fassnacht cover all aspects of pricing following the price management process with its four phases: strategy, analysis, decision, and implementation. Thereby, the authors take into account the nuances across industry sectors, including consumer goods, industrial products, services, and trade/distribution. In particular, they address the implications of technological advancements, such as the Internet and new measurement and sensor technologies that have led to a wealth of price management innovations, such as flat rates, freemium, pay-per-use, or pay-what-you-want. They also address the emergence of new price metrics, Big Data applications, two-sided price systems, negative prices, and the sharing economy, as well as emerging payment systems such as bitcoin. The result is a “bible” for leaders who recognize that price is not only a means to drive profit in the short term, but a tool to generate sustained growth in shareholder value over the longer term, and a primer for researchers, instructors, and students alike. Praise for Price Management “This book is truly state of the art and the most comprehensive work in price management.” - Prof. Philip Kotler, Kellogg School of Management, Northwestern University “This very important book builds an outstanding bridge between science and practice.“ - Kasper Rorsted, CEO, Adidas “This book provides practical guidelines on value creation, communication and management, which is an imperative for businesses to survive in the coming era of uncertainty.” - Dr. Chang-Gyu Hwang, Chairman and CEO, KT Corporation (Korea Telecom)
Autonomous Driving
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Author : Markus Maurer
language : en
Publisher: Springer
Release Date : 2016-05-21
Autonomous Driving written by Markus Maurer and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-05-21 with Technology & Engineering categories.
This book takes a look at fully automated, autonomous vehicles and discusses many open questions: How can autonomous vehicles be integrated into the current transportation system with diverse users and human drivers? Where do automated vehicles fall under current legal frameworks? What risks are associated with automation and how will society respond to these risks? How will the marketplace react to automated vehicles and what changes may be necessary for companies? Experts from Germany and the United States define key societal, engineering, and mobility issues related to the automation of vehicles. They discuss the decisions programmers of automated vehicles must make to enable vehicles to perceive their environment, interact with other road users, and choose actions that may have ethical consequences. The authors further identify expectations and concerns that will form the basis for individual and societal acceptance of autonomous driving. While the safety benefits of such vehicles are tremendous, the authors demonstrate that these benefits will only be achieved if vehicles have an appropriate safety concept at the heart of their design. Realizing the potential of automated vehicles to reorganize traffic and transform mobility of people and goods requires similar care in the design of vehicles and networks. By covering all of these topics, the book aims to provide a current, comprehensive, and scientifically sound treatment of the emerging field of “autonomous driving".