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Die Kompetenzen für den erfolgreichen Verkauf definieren und messen

In: Top-Verkäufer - Die Kompetenzen der Besten

Author

Listed:
  • Dirk Thiemann

    (GmbH & Co KG)

  • Rainer Skazel

    (GmbH & Co KG)

Abstract

Das erwartet Sie in diesem Kapitel Kompetenzmanagement ist eine Pflichtdisziplin, mit der Unternehmen ihre Mitarbeitenden strategisch entwickeln, Verkäufer zu Top-Verkäufern ausbilden und deren Verkaufsfähigkeiten optimieren. Im Mittelpunkt stehen folgende Aspekte: Welche Kompetenzen sind dafür entscheidend? Wie lassen sie sich so definieren und messen, dass der für eine Position und Funktion im Vertrieb relevante Ausprägungsgrad nachvollziehbar festgelegt werden kann? Denn auf dieser Grundlage ist es möglich, brachliegende Kompetenzpotenziale zu heben.

Suggested Citation

  • Dirk Thiemann & Rainer Skazel, 2022. "Die Kompetenzen für den erfolgreichen Verkauf definieren und messen," Springer Books, in: Top-Verkäufer - Die Kompetenzen der Besten, chapter 4, pages 45-58, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-37266-8_4
    DOI: 10.1007/978-3-658-37266-8_4
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