Behavioural Finance und Verkaufspsychologie by Antje Felgentreu
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Behavioural Finance und Verkaufspsychologie

Behavioural Finance und Verkaufspsychologie


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About the Book

Studienarbeit aus dem Jahr 2006 im Fachbereich Führung und Personal - Sonstiges, Note: 2,3, Hochschule für angewandtes Management GmbH, Sprache: Deutsch, Abstract: Es gibt eine Eigenschaft, die einen hervorragenden Kundenberater nicht selten von einem durchschnittlichen Kundenberater unterscheidet: die Fähigkeit zu verkaufen. Genau diese Fähigkeit möchte ich im Rahmen dieser Studienarbeit detaillierter beleuchten. Als Anlageberaterin möchte ich mich vor allem auf den erfolgreichen Verkauf von Anlageprodukten an Privatpersonen beschäftigen. Die Arbeit ist folgendermaßen aufgebaut: Im 2. Kapitel werden zuerst die verschiedenen Verhaltensmuster von Kunden und auch von Kundenberatern beschrieben. Zusätzlich werden Hinweise gegeben, wie die verschiedenen Verhaltensmuster erkannt werden können. Im 3. Kapitel werden Möglichkeiten erarbeitet, mit welchen sich der Kundenberater bezüglich des Verhaltensmusters während dem Kundengespräch noch einmal absichern kann. Schließlich werden die sogenannten KAFE-Fragen vorgestellt, mit welchen die Bedürfnisse des Kunden verstärkt werden können. Der Trick der Verstärkungsphase besteht darin, Fragen zu stellen, die dem Kunden bewusst machen, wie sehr er die Hilfe des Kundenberaters benötigt. Im Anschluss wird beschrieben, wie die Überleitung der Verstärkungs- in die Verkaufsabschluss-Phase sinnvoll ist. Im letzten Kapitel werde ich auf meine eigenen bisherigen Erfahrungen mit dieser neuen Verkaufsmethode beschreiben. Die Welt der Vermögensanlage ist keine durch und durch rationale Welt. Anlage-entscheidungen werden nicht immer auf der Basis der Vernunft getroffen. Vielmehr lassen sich Anleger häufig von Ihren Gefühlen leiten. Das beeinflusst die Art und Weise, wie wir unser Geld anlegen. Es wirkt sich außerdem darauf aus, wie sich Anlageprodukte am besten verkaufen lassen. Man kann analysieren, wie Investoren mitunter irrationale Entscheidungen treffen. Dies ist der Gegenstand der Behavioural Finance. Das Forschungsgebiet der Behaviou


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Product Details
  • ISBN-13: 9783638950251
  • Publisher: Grin Publishing
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 2 mm
  • Width: 148 mm
  • ISBN-10: 3638950255
  • Publisher Date: 18 Jun 2008
  • Height: 210 mm
  • No of Pages: 28
  • Series Title: German
  • Weight: 100 gr


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