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Kann Ihr Vertrieb Einen Airbus Landen?: Mit Neuen Verhaltensweisen, Standards Und Teamwork Systematisch Zu Größeren Vertriebserfolgen
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ISBN13: 9783658241414
Publisher: Springer Gabler
Published: Jun 27 2019
Pages: 215
Language: German
Mehr Fokus auf der zwischenmenschlichen Ebene.Erfahren Sie in diesem Buch über effizientes Vertriebsmanagement, wie Sie notwendige Veränderungen im Vertrieb trotz gro er Widerstände erfolgreich umsetzen können. Die von den Autoren vorgestellten, fundierten Methoden aus der Luftfahrt gliedern sich in folgende Bereiche:
- Klare Kommunikation- Teamarbeit - Fehlerkultur- Standardisierung
Zudem legen Fluggesellschaften gro en Wert auf prozessorientierte und interpersonelle Kompetenzen - zwei Kernelemente, die sich auch auf den Vertrieb übertragen lassen. Denn wegen der fortschreitenden Digitalisierung gehört es insbesondere in der Luftfahrt zu den gro en Change-Management-Aufgaben, die Mitarbeiter in den Prozess aktiv einzubinden.
Wie Sie mit der Luftfahrt als Vorbild Ihr eigenes Vertriebsmanagement meistern, erfahren Sie in diesem Buch. Die einzelnen Kapitel beschäftigen sich unter anderem mit folgenden Kernpunkten:
- Menschliche Grenzen kennen und beherrschen- Standardprozesse: Kapazitäten für die wichtigen Aufgaben schaffen- Qualifikation und Training- Personalauswahl und Potenzialanalyse- Fehlerkultur: Das Geheimnis, um konsistent besser zu werden- Excellence im Vertrieb- Sales Resource Management
Der digitale Vertrieb der Zukunft.Ein weiterer Fokus des Buches liegt auf der wachsenden Vertriebsautomatisierung, die aus Sicht der Autoren zukünftig ausgebaut werden muss. Das gilt besonders für Customer-Relationship-Management-Tools (CRM), die nötig sind, um den digitalen Vertrieb im Sinne der Customer-Experience weiter zu verbessern. Dieses Rundum-Paket macht das Buch zu einer lesenswerten Empfehlung für Verkäufer und Vertriebsmanager - egal ob Profi oder Einsteiger.
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