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7 Steps to Sales Force Transformation : Driving Sustainable Change in Your Organization
Shiver, Warren - 2016
Persistent link: https://www.econbiz.de/10012396690
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Transformational Sales : Making a Difference with Strategic Customers
Kotler, Philip - 2016 - 1st ed. 2016
Introduction -- Driving Change with Strategic Customers -- Setting the Joint Transformation Agenda -- Guiding Customer Business Transformation -- Enabling Internal Transformation -- Undertaking the Transformative Journey.
Persistent link: https://www.econbiz.de/10014017830
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Restrukturierung von Verkaufsgebieten : Eine empirische Untersuchung aus der Mitarbeiterperspektive
Heinrich, Arne - 2017
Der Verkaufsaußendienst und die Verkaufsgebietsgestaltung -- Change Management und organisationale Gerechtigkeit -- Erfolgsdeterminanten der Restrukturierung aus Mitarbeiterperspektive -- Untersuchung der Wirkung des Verhaltens des Managements -- Untersuchung des Mitarbeiterverhaltens. .
Persistent link: https://www.econbiz.de/10014020496
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The Quintessence of Sales : What You Really Need to Know to Be Successful in Sales
Hase, Stefan - 2018
the key stages of the sales process from acquiring new clients (or selling to old ones) to closing the deal, and be …
Persistent link: https://www.econbiz.de/10012396365
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Value-ology : Aligning sales and marketing to shape and deliver profitable customer value propositions
Kelly, Simon - 2017
This book offers both marketing and sales professionals a rare combined insight into both worlds to continuously capture customer intelligence and create value, by blending detailed research with academic rigor and commercial experience of the authors in both Europe and North America. It has...
Persistent link: https://www.econbiz.de/10012396506
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Luxury Selling : Lessons from the world of luxury in selling high quality goods and services to high value clients
Srun, Francis - 2017
potential to understand their decision processes which are unlike that of any other customer. Selling to very wealthy, demanding … customers - whether you’re selling luxury products or high value bespoke professional services - is a very different process to … selling anything else to anyone else. Francis Srun has twenty years experience in the luxury industry, based in France …
Persistent link: https://www.econbiz.de/10012397979
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Sales Performance Management : Exzellenz im Vertrieb mit ganzheitlichen Steuerungskonzepten
Pufahl, Mario - 2019 - 2. Auflage
Wie erreichen Unternehmen ihre individuelle Sales-Exzellenz? Und wie kann diese systematisch und kontrolliert gemanagt werden? Dieses Buch zeigt Vorständen, Vertriebsleitern und Vertriebscontrollern, wie sie ihren Vertrieb so strukturieren und steuern können, dass die Markt- und...
Persistent link: https://www.econbiz.de/10012401760
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Verkaufsfaktor Kundennutzen : Konkreten Bedarf ermitteln, aus Kundensicht argumentieren, maßgeschneiderte Lösungen präsentieren
Sickel, Christian - 2013 - 6., durchges. Aufl. 2013
Die Zielgruppe Mitarbeiter in Verkauf, Vertrieb und Marketing, die mit passgenauen Lösungen überzeugen wollen Der Autor …
Persistent link: https://www.econbiz.de/10014016809
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Tourist Destination Images and Local Culture : Using the Example of the United Arab Emirates
Schwaighofer, Verena - 2014
An authentic, unique and memorable destination image is of crucial importance to be competitive in the long-term. Verena Schwaighofer analyses the currently transferred image of the United Arab Emirates as a tourist destination and to what extent the traditional Arabian culture is integrated...
Persistent link: https://www.econbiz.de/10014017243
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Sales Negotiations in Professional Service Firms : An Exploratory Study on Agenda Setting and Issue Management
Prat, Mireia - 2014
This research study brings theoretical insights on real-life negotiations in sales of professional services in Spain and Germany. From the interview data obtained through an exploratory study based on a grounded theory approach, several factors that affect and determine agenda setting and issue...
Persistent link: https://www.econbiz.de/10014017308