Vertrieb Trifft Hirnforschung by Paul Weber - Bookswagon
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Vertrieb Trifft Hirnforschung

Vertrieb Trifft Hirnforschung


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About the Book

Dieses Buch beschreibt eine Verkaufsgesprächsstrategie, die auf neuesten wissenschaftlichen Erkenntnissen der Hirnforschung basiert und Mitarbeitern im Vertrieb eine Blaupause für systematische, nicht-manipulative, strukturierte Kundengespräche bietet.

Warum führen Verhandlungen manchmal zum Erfolg und ein anderes Mal nicht? Warum reagieren Kunden einmal positiv und einmal negativ bei vergleichbaren Abläufen und Entscheidungsprozessen? All diesen Fragen gehen die Autoren nach und zeigen anhand von konkreten Beispielen aus dem Vertriebsalltag in Verbindung mit aktuellen Erkenntnissen aus der Hirnforschung, welche Art von Kommunikation Ihren Erfolg sichert. Sie beschreiben, wie es gelingt, das Verhalten von Kunden, deren typische und individuelle Denkweisen sowie die zeitlichen Abläufe ihrer Entscheidungsprozesse besser zu deuten. Und Sie erfahren auch, wie ethisch der Prozess des Verkaufens sein kann, wenn man die richtige Philosophie, ein positives Menschenbild sowie Respekt und Wertschätzung zugrunde legt und Kunden einfach kaufen lässt.

Wenn Sie im Vertrieb tätig sind und Ihre Kommunikation mit bestehenden und potenziellen Kunden optimieren möchten, ist dieses Buch genau richtig für Sie.


About the Author:

Paul Weber ist beim Spielwarenverbund VEDES Geschäftsführer des Großhandels und Vertriebsverantwortlicher der Gesamtgruppe. Er ist Inhaber der Vertriebsagentur SalesPerformance und berät, trainiert und coacht Firmen aus Industrie und Handel seit mehr als 30 Jahren.

Prof. Dr. Heiner Böttger ist Universitätsprofessor für die Didaktik der englischen Sprache und Literatur mit Forschungsschwerpunkt "Sprachenrelevante Neurodidaktik" und Spracherwerb an der Katholischen Universität Eichstätt-Ingolstadt.


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Product Details
  • ISBN-13: 9783658342401
  • Publisher: Springer Fachmedien Wiesbaden
  • Publisher Imprint: Springer Gabler
  • Height: 240 mm
  • No of Pages: 136
  • Series Title: Edition Sales Excellence
  • Sub Title: Mit Intelligenter Gesprächsstrategie Kunden Einfach Kaufen Lassen
  • Width: 168 mm
  • ISBN-10: 3658342404
  • Publisher Date: 05 Nov 2021
  • Binding: Hardback
  • Language: German
  • Returnable: Y
  • Spine Width: 0 mm
  • Weight: 750 gr


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