Überblick über Verkaufsmanagement, Kundenorientierung und Controlling
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Überblick über Verkaufsmanagement, Kundenorientierung und Controlling

Überblick über Verkaufsmanagement, Kundenorientierung und Controlling


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About the Book

Studienarbeit aus dem Jahr 2016 im Fachbereich BWL - Unternehmensführung, Management, Organisation, Note: 0,8, Deutsche Hochschule für Prävention und Gesundheitsmanagement GmbH (Düsseldorf), Veranstaltung: SS2015, Sprache: Deutsch, Abstract: Das beobachtete Unternehmen ist Teil eines Franchise-Systems und unterliegt daher genausten Vorgaben aus der Franchise-Zentrale. Dies soll einen gleichbleibenden Standard und eine hohe Qualität aller Franchise-Filialen sichern. Eine Optimierung des Verkaufsprozesses ist also im Regelfall nur mit Absprache der Franchise-Zentrale möglich. Diese bietet sich vor allem im Timing der Einwandvorbehandlung an. Im beobachteten Unternehmen werden diese Einwände erst bei Vertragsabschluss geklärt. Um die Stimmung nicht kippen zu lassen, sollten Einwände möglichst schnell und frühzeitig erkannt und geklärt werden. Nicht zuletzt da Einwände meist ein Zeichen von "Vertrauensmangel, Angst oder Unsicherheit" (Hofbauer & Hellwig, 2009, S. 470) sind, die sich sonst über den gesamten Beratungsprozess ziehen und die Grundhaltung der Interessenten negativ beeinflussen können. Im Allgemeinen ähneln sich die 13 Phasen des Verkaufs sehr stark denen des beobachteten Unternehmens. Ein separates Beratungszimmer ist aufgrund der wenigen Quadratmeter Fläche schlecht realisierbar. Eine Beratung in der Lounge mit Blick auf Trainingsgeräte und Trainierenden bietet dem Interessenten zudem einen anschaulichen Einblick auf den Verlauf der Beratung und dem bevorstehenden Workout. In der Bedarfsanalyse wird zur Bedarfsentwicklung die TRESOR-Methode verwendet, die sich im Gegensatz zur SPIN-Methode weniger am Problem, sondern mehr am Ziel des Interessenten orientiert. Zudem werden Einwände im beobachteten Unternehmen erst dann verarbeitet, sobald sie - in der Regel beim Vertragsabschlussgespräch - geäußert werden und nicht bereits in der Bedarfsanalyse vorbehandelt. Der Preis des beobachteten Unternehmens liegt mit mindestens 19,90 wöchentlich im oberen S


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Product Details
  • ISBN-13: 9783668199095
  • Publisher: Grin Publishing
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 2 mm
  • Width: 148 mm
  • ISBN-10: 3668199094
  • Publisher Date: 12 May 2016
  • Height: 210 mm
  • No of Pages: 24
  • Series Title: German
  • Weight: 95 gr


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Überblick über Verkaufsmanagement, Kundenorientierung und Controlling
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