Moderner Warenvertrieb durch Handelsvertreter: Wesen, Funktionen und Erwartungen eines absatzwirtschaftlichen Berufsstandes

Springer-Verlag
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Schon der Titel dieser Schrift läßt erkennen, daß ihr Inhalt hin sichtlich des Berufsstandes der Handelsvertreter positiv und kon struktiv ausgerichtet ist. Die Darlegungen wenden sich aus der betriebs beratenden Praxis heraus an die rund 82 000 Handelsvertreter in der Bundesrepublik und in West-Berlin sowie an die etwa 240000 Unternehmen, die mit diesen Handelsvertretern zusammenarbeiten, um gemeinsam in einer freien Marktwirtschaft in täglich neuer Bewährung den effektvollsten Warenabsatz modern zu bewirken. Auch die vielen Hunderttausend Kunden sind angesprochen, die von Handelsvertretern besucht werden. Wenn die Ausführungen dazu beitragen, das Verständnis für das Wesen und die Arbeit des Berufsstandes der Handelsvertreter zu fördern und die jeweils zweckmäßigste Form der Zusammen arbeit von vertretenen Unternehmen, Handelsvertretern und Kun den zu finden sowie dieses Zusammenwirken zu harmonisieren und zu echten, auf Vertrauen gegründeten Partnerschaften werden zu lassen, würden Sinn und Zweck dieser Schrift erfüllt sein. München, im Jahre 1966 Dr. Werner Holling Inhaltsverzeichnis Seite I. Wesen und Funktionen des Handelsvertreters in der modernen Absatzwirtschaft ... ... 11 1. Vom Handelsvertreterberuf im allgemeinen 11 2. DieBewertungdesMenschen bei der Bewältigung absa- wirtschaftlicher Probleme ... 13 a) Das Gewicht der Persönlichkeit 13 b) Eigeninteresse als Antrieb und echtes Unternehm- risiko 13 c) Das "Kundenkapital" ... ... . . 15 d) Ausgleichendes Element und Katalysator "Mensch" 15 3. Markterforschung und Markttest 16 a) Marktsituation ... . 16 b) Marktlage und Bonität der Kunden. 16 c) Bildung des Markturteils und Kollektionsberatung 18 4. Stetige Betreuung eines Bezirkes ... ... 18 a) Leistungsfähige Absatzorganisation in allen Verkau- bezirken ... . 18 b) Der Sitz im Bezirk ... ....
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Additional Information

Publisher
Springer-Verlag
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Published on
Nov 21, 2013
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Pages
103
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ISBN
9783663131762
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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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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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