Mehr Erfolg Im Verkaufsgespr Ch Optimierte Face To Face Kundenkommunikation
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Mehr Erfolg Im Verkaufsgespr Ch Optimierte Face To Face Kundenkommunikation
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Author : Lilly M. W.
language : de
Publisher: GRIN Verlag
Release Date : 2020-10-15
Mehr Erfolg Im Verkaufsgespr Ch Optimierte Face To Face Kundenkommunikation written by Lilly M. W. and has been published by GRIN Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-10-15 with Business & Economics categories.
Bachelorarbeit aus dem Jahr 2017 im Fachbereich BWL - Unternehmensführung, Management, Organisation, Note: 1,3, Munich Business School, Veranstaltung: Marketingkommunikation, Sprache: Deutsch, Abstract: Die Arbeit erarbeitet einen Leitfaden für eine optimierte Face-to-Face-Kundenkommunikation im B2B-Sektor auf Basis neurowissenschaftlicher Erkenntnisse. Durch neue Technologien, den zunehmenden Wettbewerb sowie gestiegene Ansprüche auf der Kundenseite sind viele Unternehmen vor neue Herausforderungen bei der Marktbearbeitung gestellt. Hinsichtlich der Kundenkommunikation kommt dabei sowohl dem Marketing als auch dem Vertrieb eines Unternehmens als Schnittstelle zum Absatzmarkt eine besondere Bedeutung zu. Die zentrale Aufgabe dieser beiden betrieblichen Funktionen ist es, die Bedürfnisse und Wünsche der Kunden zu identifizieren und zu befriedigen, um so Erlöse zu generieren und den Gewinn des Unternehmens langfristig zu sichern. Der persönliche Verkauf, bei dem sich Verkäufer und Kunde face-to-face gegenüberstehen, ist dabei die bedeutendste und zugleich kostenintensivste Vermarktungsform im B2B-Bereich. Um in diesem Sektor erfolgreich zu verkaufen, müssen verschiedene Aspekte erfüllt werden. Insgesamt stellt sich also die Frage, wie Geschäftsbeziehungen zu Kunden möglichst positiv und attraktiv gestaltet werden können und mit welcher Kommunikationsstrategie dies gelingt. Denn Menschen bevorzugen grundsätzlich diejenigen Partner, von denen sie sich den größtmöglichen Vorteil bzw. Nutzen versprechen. Sie wählen Partner, mit denen sich der Austausch und die Kommunikation lohnen. Wie diesen Anforderungen bestmöglich begegnet werden kann, soll mithilfe neurowissenschaftlicher Erkenntnisse im Rahmen dieser Arbeit erläutert werden. Das Gehirn stellt als wichtigstes menschliches Organ die große Steuerzentrale für den gesamten Organismus dar. Es ist der Ort, an dem Kommunikation stattfindet und an dem Kaufentscheidungen gefällt werden.
The Role Of Culture In Social Media Marketing A Systematic Literature Review
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Author : Nivedha Mahendran
language : en
Publisher: GRIN Verlag
Release Date : 2019-03-11
The Role Of Culture In Social Media Marketing A Systematic Literature Review written by Nivedha Mahendran and has been published by GRIN Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-03-11 with Business & Economics categories.
Master's Thesis from the year 2018 in the subject Business economics - Marketing, Corporate Communication, CRM, Market Research, Social Media, grade: 1,7, University of Bamberg, language: English, abstract: This present master thesis examines the role of culture on “Social Media Marketing” being a form of modern marketing and a bundle of marketing-related activities using social media. With the help of a systematic literature review, answers are sought to the question as to which extent cultural differences influence the effectiveness of social media marketing. The main objective is to adequately present the state of research on the interdisciplinary topic and to identify research gaps. The findings from peer-reviewed journals ascribe an indispensable value to the cultural component and illuminate the topic from different contemporary relevant perspectives. The results indicate that social media marketing is generally covered from a cultural point of view. Moreover, the insights provide valuable knowledge from both consumers research perspective and from applied social media practices in multicultural settings. However, the findings also reveal extant research gaps in several directions that need to be addressed in the near future to provide theoretical approaches and scientifically proven evidence on successful utilization of social media marketing in multicultural settings. The fact that social media plays an extremely important component in the worldwide dynamic technology development is an irrefutable fact. Companies are forced to integrate social media in the most diverse areas in order to be lucrative in the long term, to save costs and to survive in competition. Typical fields of application include all departments that deal with external corporate communication, e.g. HR for recruiting and talent acquisition, PR for professionally maintaining a favorable public image or in the marketing department as revolutionary marketing and sales platforms. According to a new study, 69% of marketing employees stated that marketing activities on social media helped to increase important marketing indicators and strengthen customer and brand loyalty. Nevertheless, social media offer great opportunities, but also hold challenges. A major challenge is to choose the right medium which depends to a great extent on the target group.
Trainee Knigge
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Author : Branko Woischwill
language : de
Publisher: Springer-Verlag
Release Date : 2013-09-05
Trainee Knigge written by Branko Woischwill and has been published by Springer-Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-09-05 with Business & Economics categories.
Lebendig beschreibt dieser Ratgeber, was gute Trainee-Programme von schlechten unterscheidet. Als versierte Kenner der Trainee-Szene erläutern die Autoren die rechtlichen Rahmenbedingungen von Trainee-Programmen, verraten die Höhe der Trainee-Gehälter und zeigen, wie das Trainee Türöffner zum Traumjob wird. Ein Firmenverzeichnis bietet Erfahrungsberichte von aktuellen und ehemaligen Trainees, Interviews mit Personalern und Steckbriefe zu Trainee-Programmen großer deutscher Firmen.
Logistik Als Erfolgspotenzial The Power Of Logistics
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Author : Martin Göbl
language : de
Publisher: Springer-Verlag
Release Date : 2011-07-14
Logistik Als Erfolgspotenzial The Power Of Logistics written by Martin Göbl and has been published by Springer-Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-07-14 with Business & Economics categories.
Logistik hat eine herausragende Bedeutung für den Unternehmenserfolg erlangt. Bisher hat sich jedoch noch kein eindeutiges Verfahren etabliert, das den Wertbeitrag logistischer Entscheidungen deutlich macht. Das Buch soll diese Lücke schließen. Dazu werden alle wertschöpfenden Einflussbereiche beschrieben und ein logistischer Businessplan entwickelt. Ein Fallbeispiel gibt Anregungen zur Übertragung auf die jeweilige Unternehmenssituation. Mit der zweisprachigen Darstellung (Deutsch-Englisch) kann dieses Buch in weltweit tätigen Unternehmen und als Lehrmaterial für international ausgerichtete Studiengänge eingesetzt werden.
The Best Service Is No Service
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Author : Bill Price
language : en
Publisher: John Wiley & Sons
Release Date : 2011-09-14
The Best Service Is No Service written by Bill Price 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 2011-09-14 with Business & Economics categories.
In this groundbreaking book, Bill Price and David Jaffe offer a new, game-changing approach, showing how managers are taking the wrong path and are using the wrong metrics to measure customer service. Customer service, they assert, is only needed when a company does something wrong—eliminating the need for service is the best way to satisfy customers. To be successful, companies need to treat service as a data point of dysfunction and figure what they need to do to eliminate the demand. The Best Service Is No Service outlines these seven principles to deliver the best service that ultimately leads to "no service": Eliminate dumb contacts Create engaging self-service Be proactive Make it easy to contact your company Own the actions across the company Listen and act Deliver great service experiences
Principles Of Direct And Database Marketing
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Author : Alan Tapp
language : en
Publisher: Pearson Education
Release Date : 2005
Principles Of Direct And Database Marketing written by Alan Tapp and has been published by Pearson Education this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005 with Business & Economics categories.
"Alan Tapp is one of the few writers on direct and database marketing who meets the needs of practitioners and students. His experience of working in direct and database marketing and then of researching and teaching in the area giveshim the ideal basis for this book, which is one of the best guidesavailable on the subject."Professor Merlin Stone, Business Research Leader, Business Consulting Services, IBM UK Ltd., IBM Professor of Business Transformation, School of Management, University of Surrey Indispensible to both students and practitioners alike! Principles of Direct and Database Marketing, 3e, builds upon the strengths of the 2 nd edition. As direct marketing continues to quickly evolve, Tapp's book brings the latest trends and developments to the forefront. "A rich source of insights. Given the growing importance of direct and database marketing to clients' businesses today, Tapp explores a broad spectrum of issues and illustrates them with insightful case studies. Accessible to the newcomer and a welcome reminder for those needing a refresher."Martin Troughton, Founder and Managing Partner of Harrison Troughton WundermanA market leader, Principles of Database Marketing, 3e, offers a focused discussion that links academic theory to the everyday practices in the commercial world. New features include: The latest changes in the world of geodemographics and lifestyle databases and detailed description of new products introduced over the last 5 years (Chapter 4) New media coverage, including the Internet and e-mail (Chapter 6) and SMS Texting and interactive TV (Chapter 10) Fresh examination of the strategic influences on direct marketing and brand response. Also gets behind the fads, jargon and cliches that characterise much of the relationship marketing writing New case studies throughout sourced from award-winning UK based direct marketing agencies. Brand new Chapter 14 which includes a fully worked large-scale case study Alan Tapp is Senior Lecturer at Bristol Business School at the University of West England.
Collaborative Customer Relationship Management
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Author : Alexander H. Kracklauer
language : en
Publisher: Springer Science & Business Media
Release Date : 2012-11-07
Collaborative Customer Relationship Management written by Alexander H. Kracklauer and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-11-07 with Business & Economics categories.
Driven by rapidly changing business environments and increasingly demanding consumers, many organizations are searching for new ways to achieve and retain a competitive advantage via customer intimacy and CRM. This book presents a new strategic framework that has been tested successfully with various global companies. New management concepts such as Collaborative Forecasting and Replenishment, CRM, Category Management, and Mass Customization are integrated into one holistic approach. Experts from companies like McKinsey and Procter&Gamble, as well as authors from renowned academic institutions, offer valuable insights on how to redesign organizations for the future.
Emerging Trends In Sales Thought And Practice
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Author : Gerald J. Bauer
language : en
Publisher: Praeger
Release Date : 1998-08-30
Emerging Trends In Sales Thought And Practice written by Gerald J. Bauer and has been published by Praeger this book supported file pdf, txt, epub, kindle and other format this book has been release on 1998-08-30 with Business & Economics categories.
Table of Contents
Understanding The Showrooming Phenomenon
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Author : Christel Zaubitzer
language : en
Publisher: GRIN Verlag
Release Date : 2014-08-25
Understanding The Showrooming Phenomenon written by Christel Zaubitzer and has been published by GRIN Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-08-25 with Business & Economics categories.
Master's Thesis from the year 2013 in the subject Business economics - Offline Marketing and Online Marketing, grade: 1,3, University of Münster (Institute for Value-Based Marketing), course: E-Commerce, language: English, abstract: Showrooming is a phenomenon that describes a consumer’s behavior of collecting information about a product or service in a physical store and purchasing it in an online store afterwards. For retailers, this behavior can be a major opportunity or thread. To give insights into the phenomenon the thesis aims to determine a) channel attributes that encourage or deject customers from attending showrooming and b) how customer characteristics distinguish showrooming customers from customers who did not purchase online? An empirical study collected data of 334 respondents via an online questionnaire. 149 showroomers and 185 respondents who did not showroom during a recent product purchase were compared regarding their perceived difference of channel attributes in the offline and the online channel. Further, both groups were compared in various customer characteristics. The results of the binary logistic regression reveal that among all observed channel attributes the difference in price, service, purchase convenience, enjoyment and risk perception between the online and offline shop have a significant impact on the likelihood of showrooming, whereas the assortment and after-sales services did not show significant impact. Among the observation of customer characteristics, a positive attitude towards free riding, towards shopping and retailer loyalty were found to have a significant impact on the showrooming likelihood. The internet experience and the level of price-consciousness showed no significant impact. With the results, the thesis supports physical retail stores to adjust the design of channel attributes in order to avoid showrooming behaviors of their customers. It also helps retailers to identify customers that are more likely to attend showrooming and target them specifically to prevent them from attending showrooming.
Digital Business Leadership
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Author : Ralf T. Kreutzer
language : en
Publisher: Springer
Release Date : 2018-04-27
Digital Business Leadership written by Ralf T. Kreutzer and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-04-27 with Business & Economics categories.
This book provides specialists and executives with a clear, yet practical set of recommendations to meet the challenges of digital transformation and ensure long-term success as a leader in a primarily digital business world. The authors describe the fundamental principles of digitization and its economic opportunities and risks, integrating them into a framework of classic and new management methods. The book also explores how increasing digitization – not only of communication, but of complete value chains – has led to a need to establish a digital business leadership. Digitization is changing people and markets: it causes the upheaval of entire industries, creates new digital-centric companies, and forces established companies to cope with the transformation activities associated with these digitization processes. New approaches and methods have to be learned, tried and tested patterns of thinking have to be explored, and last but not least, innovation activities have to be understood as continuous necessities. At the same time, digital business offers considerable opportunities for renewing competitive advantages, improving existing process structures and realigning products, services and business models.