Praktische Verkaufspsychologie by Karlheinz Pflug
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Praktische Verkaufspsychologie

Praktische Verkaufspsychologie


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About the Book

Praktische Verkaufspsychologie ist eine "Bedienungsanleitung" für den komplexen und manchmal komplizierten Menschen namens Kunde. Jeder im Vertrieb und Marketing stellt sich Fragen dazu, wie Überzeugen, Manipulieren und Verführen funktioniert und in welchem Rahmen es moralisch vertretbar ist. Dieses Buch ist insbesondere geschrieben für Verkäufer, Marketingmitarbeiter, Selbständige und Geschäftsführer mit Herz und Verstand, die andere Menschen überzeugen möchten und sich deshalb folgende Fragen stellen: - Wie kommen meine Botschaften in das Bewusstsein meines Kunden, meines Verhandlungspartners oder gar in sein Unbewusstes? - Wie kann ich meine Botschaften im Gedächtnis der Kunden verankern? - Welche Wirkung erzielen meine Botschaften? - Was kann ich dafür tun, dass sie langfristig wirken? Das Buch zeigt in praxisorientierten Beispielen sehr verständlich, welche psychologischen und kommunikativen Aspekte in der Zusammenarbeit zwischen Lieferant/Dienstleister und Kunde den Alltag deutlich erleichtern können. Es schafft damit ein grundlegendes Verständnis basierend auf vertrieblichem und psychologischem Know-how ergänzt um verkaufsrelevante Erkenntnisse der Psychologie und Hirnforschung.
About the Author: Karlheinz Pflug ist Dipl. Wirtschaftsingenieur und hat sich als Verkaufstrainer, Coach und Berater auf den technischen Vertrieb und beratungsintensiven Verkauf spezialisiert. Dabei kann er auf eigene Berufspraxis mit außergewöhnlichen Erfolgen in diesem Bereich zurückblicken. Einen Großteil seiner Ergebnisse führt er neben seinem technischen Studium insbesondere auf seine Kenntnisse in Psychologie und Soziologie zurück. An der Dualen Hochschule Baden-Württemberg unterrichtet er seit 2012 Technischen Vertrieb für Wirtschaftsingenieure. Im Training und beim Coaching greift er auf solides "Verkaufs-Handwerkszeug" zurück, das sich in der Praxis bewährt hat, Informationen um Strategien zu entwickeln, Argumente die Selbstsicherheit stärken, Tricks, Tools und Kniffe aus dem Erfahrungsschatz vieler Vertriebsprofis. Zwischenmenschliche Aspekte des Verkaufs stehen im Mittelpunkt, denn Geschäfte werden immer zwischen Menschen gemacht.


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Product Details
  • ISBN-13: 9783750453227
  • Publisher: Books on Demand Gmbh
  • Publisher Imprint: Books on Demand
  • Height: 210 mm
  • No of Pages: 214
  • Spine Width: 11 mm
  • Weight: 308 gr
  • ISBN-10: 3750453225
  • Publisher Date: 28 Jan 2020
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Sub Title: Was Sie im Vertrieb und Marketing vom Überzeugen, Manipulieren und Verführen wissen sollten
  • Width: 148 mm


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