How to Sell at Margins Higher Than Your Competitors by Lawrence L. Steinmetz
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How to Sell at Margins Higher Than Your Competitors

How to Sell at Margins Higher Than Your Competitors


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About the Book

Unternehmen in allen Branchen haben mit Billig-Konkurrenten zu kämpfen. Um jedoch eine wirtschaftlich verträgliche Gewinnspanne zu erhalten, können Unternehmen ihre Preise nicht endlos senken, sondern müssen einen Weg finden, ihr Produkt trotz des höheren Preises zu verkaufen. Dieses Buch ist ein praktischer Ratgeber, der Ihnen mit vielen cleveren Verkaufstaktiken zeigt, wie Sie Ihre Billig-Konkurrenten umsatzmäßig schlagen können. Er erklärt u.a., warum der Preis nicht das allein entscheidende Kriterium für einen Kunden ist, ein bestimmtes Produkt zu kaufen; wie man ein gutes Customer Service Programm aufbaut; wie man die Argumente von Kunden entkräftet, die sich für Billig-Produkte entscheiden und wie man einen angemessenen Preis für das jeweilige Produkt festsetzt. Mit einer Vielzahl von Beispielen und Situationen aus der Praxis, die Verkäufern anschaulich zeigen, wie sie jedes Produkt - unabhängig vom Preis - erfolgreich verkaufen können.
About the Author:

LAWRENCE L. STEINMETZ, PHD, is President of High Yield Management, Inc., and the author of twelve books. An expert on high-priced selling, he has consulted with many Fortune 500 companies and trained more than 200,000 salespeople in public and private seminars and keynote addresses.

WILLIAM T. BROOKS is a leading authority on sales and sales management. A Certified Management Consultant, he has delivered thousands of presentations, training sessions, and keynote addresses. He is also the author of The New Science of Selling and Persuasion, also from Wiley.


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Product Details
  • ISBN-13: 9780471744832
  • Publisher: Wiley
  • Publisher Imprint: Wiley
  • Depth: 19
  • Language: English
  • Returnable: Y
  • Spine Width: 25 mm
  • Weight: 521 gr
  • ISBN-10: 0471744832
  • Publisher Date: 01 Oct 2005
  • Binding: Hardback
  • Height: 233 mm
  • No of Pages: 272
  • Series Title: English
  • Sub Title: Winning Every Sale At Full Price, Rate, Or Fee
  • Width: 161 mm


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