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Die Tools

In: Das strukturierte Verkaufsgespräch

Author

Listed:
  • Dieter Döring
  • Markus Zeller

Abstract

Zusammenfassung Nun geht es darum, die Instrumente des strukturierten Verkaufsgesprächs im Detail zu erläutern und zu trainieren Das Wort Instrument haben wir dabei mit Absicht gewählt, weil es den handwerklichen Charakter beschreibt und damit gleichzeitig beinhaltet, dass ein Instrument nur dann von seinem Anwender erfolgreich benutzt werden kann, wenn er gelernt hat, damit umzugehen. Es also trainiert hat, damit es anwendungssicher in seiner Praxis einsetzbar ist. Der jeweilige Titel des Instruments beschreibt dabei bereits präzise die Aufgabe, die mit diesem Instrument zu bewältigen ist.

Suggested Citation

  • Dieter Döring & Markus Zeller, 2022. "Die Tools," Springer Books, in: Das strukturierte Verkaufsgespräch, chapter 2, pages 11-90, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-37166-1_2
    DOI: 10.1007/978-3-658-37166-1_2
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