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Der Customer Chair

In: Das strukturierte Verkaufsgespräch

Author

Listed:
  • Dieter Döring
  • Markus Zeller

Abstract

Zusammenfassung Bedarfe und Bedürfnisse, Wahrnehmungen und Emotionen des Kunden als ständige Fixpunkte und damit zentrale Aspekte in der persönlichen verkäuferischen Wirkung zu erkennen, muss für jeden Verkäufer immer das Maß der Dinge sein. Um dieser Grundanforderung gerecht zu werden, beschreibt dieses Kapitel neben den notwendigen persönlichen Einstellungen, vor allem wieder die Instrumente der Kommunikation, die zunächst verstanden und dann trainiert werden müssen, um in der verkäuferischen Praxis anwendungssicher und zum richtigen Zeitpunkt eingesetzt werden zu können.

Suggested Citation

  • Dieter Döring & Markus Zeller, 2022. "Der Customer Chair," Springer Books, in: Das strukturierte Verkaufsgespräch, chapter 3, pages 91-120, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-37166-1_3
    DOI: 10.1007/978-3-658-37166-1_3
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