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VSP239 Wie erfahre ich den Namen des Entscheiders? episode artwork

EPISODE · Aug 13, 2018 · 12 MIN

VSP239 Wie erfahre ich den Namen des Entscheiders?

from Verkaufen an Geschäftskunden · host Stephan Heinrich

Den Namen des Entscheiders zu finden ist leicht, wenn Sie an die oberste Führung verkaufen wollen. Schwieriger wird es, wenn die Entscheider nicht an der Unternehmensspitze, sondern an anderer Stelle der Organisation sitzen. „Buying center" lautet der Fachbegriff für die Gruppe unterschiedlicher Personen, die bei Geschäftskunden an der Kaufentscheidung mitwirken. Damit ein Verkaufsgespräch gelingt, sollten wir die unterschiedlichen Rollen der Menschen verstehen und jeweils richtig behandeln.   Mehr Informationen: stephanheinrich.com/podcast

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VSP239 Wie erfahre ich den Namen des Entscheiders?

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How long is this episode of Verkaufen an Geschäftskunden?

This episode is 12 minutes long.

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This episode was published on August 13, 2018.

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Den Namen des Entscheiders zu finden ist leicht, wenn Sie an die oberste Führung verkaufen wollen. Schwieriger wird es, wenn die Entscheider nicht an der Unternehmensspitze, sondern an anderer Stelle der Organisation sitzen. „Buying center" lautet...

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