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Vertriebserfolg durch kundenzentrierte Kommunikation - Darstellung und empirische Analyse im Filialvertrieb am Beispiel verschiedener Sparkassen (German, Paperback, 1. Aufl. 2019) Loot Price: R1,666
Discovery Miles 16 660
Repayment Terms: R156 pm x 12*
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Vertriebserfolg durch kundenzentrierte Kommunikation - Darstellung und empirische Analyse im Filialvertrieb am Beispiel...

Vertriebserfolg durch kundenzentrierte Kommunikation - Darstellung und empirische Analyse im Filialvertrieb am Beispiel verschiedener Sparkassen (German, Paperback, 1. Aufl. 2019)

Heinz-Joerg Reichmann

Series: BestMasters

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Loot Price R1,666 Discovery Miles 16 660 | Repayment Terms: R156 pm x 12*

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Die persoenliche Beratung ist fur Sparkassen Kern ihres Geschaftsmodells. Die kundenzentrierte Kommunikation hat dabei einen positiven Einfluss auf das Vertrauen und die Zufriedenheit der Kunden und fuhrt nachweislich zu hoeherer Loyalitat. Anhand einer quantitativ-empirischen Studie untersucht Heinz-Joerg Reichmann, ob eine kundenzentrierte Kommunikation zu einem hoeheren Vertriebserfolg eines Privatkundenberatenden im Filialgeschaft von Sparkassen fuhrt. Im Zentrum der Untersuchung stehen die Rollenanforderungen und die Grundhaltungen von Kundenberatenden, insbesondere ihr Gesprachsverhalten und die Anwendungen ausgewahlter Gesprachstechniken in der Analysephase von Beratungsgesprachen. Aus den Erkenntnissen werden Implikationen zur Auswahl von Kundenberatenden und die Weiterentwicklung von deren kommunikativen Kompetenzen gewonnen.

General

Imprint: Springer Gabler
Country of origin: Germany
Series: BestMasters
Release date: March 2019
First published: 2019
Authors: Heinz-Joerg Reichmann
Dimensions: 210 x 148 x 8mm (L x W x T)
Format: Paperback
Pages: 132
Edition: 1. Aufl. 2019
ISBN-13: 978-3-658-25741-5
Languages: German
Categories: Books > Business & Economics > Finance & accounting > Finance > Banking
Books > Business & Economics > Business & management > Sales & marketing > Market research
Books > Business & Economics > Business & management > Sales & marketing > Customer services
Books > Money & Finance > Banking
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LSN: 3-658-25741-5
Barcode: 9783658257415

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