Closing: Erfolgsstrategien für offensive Verkäufer

Springer-Verlag
1
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Dieses Buch hat drei verschiedene Zielsetzungen. Erstens ist es als umfassender Ratgeber für den Abschluß von Geschäften gedacht. Zweitens soll es dem Closer als professionelles Handbuch dienen, mit dem er neuartige Verkaufsabschlüsse erzielen kann. Der dritte und wichtigste Punkt ist jedoch die Verkaufsformel, die mir mein Lehrmeister Sam mit auf den Weg gab und mit der mehr Verkaufs erfolge erzielt werden können als mit allen anderen Verkaufsme thoden, die sonst in der Welt angewandt werden. Dieses Buch ist nicht für Anfänger gedacht, und es soll auch kein Selbsthilfe-Handbuch sein. Es wurde nicht für den durchschnittli chen, alltäglichen Verkäufer geschrieben und auch nicht für Leute, die sich durch ein bißchen Lektüre "irgendwelche" Kenntnisse über das Abschließen von Geschäften aneignen wollen. Dieses Buch soll vielmehr dem Master Closer helfen, neue Kenntnisse zu erwerben, alte aufzufrischen und zusätzlich noch den Vorgang des Closing in seiner Gesamtheit zu begreifen. Die Kapitel dieses Buches behandeln Wesentliches, auf unnötiges Zierwerk wurde verzichtet. Sie enthalten nur die entscheidenden Fakten, deren Anwendung die Erfolgsquote des Lesers beim Clo sing um mindestens 30 bis 40 Prozent steigern wird - und nur zu diesem Zweck ist dieses Buch geschrieben worden, zu keinem an deren.
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Additional Information

Publisher
Springer-Verlag
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Published on
Jul 2, 2013
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Pages
319
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ISBN
9783322992062
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Best For
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Language
German
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Genres
Business & Economics / General
Business & Economics / Management
Business & Economics / Management Science
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Content Protection
This content is DRM protected.
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Jan-Martin Lurse
Essay aus dem Jahr 2003 im Fachbereich BWL - Unternehmensführung, Management, Organisation, Solvay Brussels School of Economics and Management, Veranstaltung: Entrepreneurship in the digital economy, Sprache: Deutsch, Abstract: Internet represents at the same time a very easy and a very difficult marketplace. At first, internet seems to be a very attractive market for retailers: Very low fixed costs, big clientele, high economies of scale and cheap marketing. That, perhaps, is the reason why too many enterprises tried to use internet for new and similar services and why they faced themselves in a highly competitive environment. Pricing competition has flushed internet with offers for free, right now: Free software tools, free email- and SMS-services, free Information platforms and some illegal systems which everybody allows sharing also copyrighted files and programs, like: Movies, music, programs for free. Also, there is a real culture to offer services for free: I.e. the operating system “Linux” is programmed by worldwide individuals offering their programming skills for free! Because of this cultural dilemma, the average internet client got used to pay for nothing, even though he already had a low price elasticity. In the end, the only successful charged internet service seem to be services with those the client can really earn money (e-bay, Internship switching, Diploma trading, Reports offered by i.e. Forrester Research) and also sex-pages should be mentioned. It seems to be plausible, that, if you want to earn money with a service offered via internet you have to attract professional clients, who can use your service to earn money with. These are those who already use similar, classic and higher paid services or who did (what you want to offer online) by themselves. A bad economic environment (like it is right now) will help you attract these clients, because in these times, the clients more likely switch to lower priced offers (price elasticity of the demand is getting higher). Therefore, you will be able to attract also clients which originally had high willingness to pay for services, as long as you offer the same service. What I want to use in my business Idea is also the hope of the client to be able to earn money with my services, or, to just make the dream of getting model easier to achieve and affordable.
Angelika Wiltinger
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