(De: Kundenbeziehungen-Fragen) - Situation: You will be asked for facts or the current situation of the customer (billing system), Problem: You will be asked for problems, difficulties and dissatisfaction with the customer (Which system components are prone to failure), The upshot: the consequences and effects of the problems are the focus (How does this error-prone system component the productivity of your employees?), Use weighting these questions depend on the use or value of any proposed solution (How much could you save if our company could help?).

Customer-relations questions

(De: Kundenbeziehungen-Fragen) - Situation: You wi [ ... ]

Logical resistance

(De: Logische Widerstände - Objections to price, [ ... ]

Psychological resistance

(De: Psychologische Widerstände: Involvement in  [ ... ]

Proposal Presentation

(De: Angebotspräsentation - Finish method (stimu [ ... ]

Before approaching

(De: Vorannäherung - 1 head (what the customer n [ ... ]

Model for the power control

(De: Modell zur Leistungssteuerung) - Motivation,  [ ... ]

Recompense plans & Motivation

(De: Entlöhnungspläne & Motivations Measur [ ... ]

Multidimensional

(De: Mehrdimensionalen) - Application of several c [ ... ]

Organization structure criteria

(De: Organisation form Gliederungskriterien) - 1 f [ ... ]

Sub variable sizes

(De: subvariablen Grössen - Selection of custome [ ... ]

Sales planning reasons

(De: Verkaufsplanung Gründe - active sales days  [ ... ]

Organizational size variables

(De: Organisation Grösse Variablen - average tur [ ... ]

Cold canvassing/cold calling

Is a sales tool that is used to locate consumers w [ ... ]

Capacity calculation

(De: Kapazitätsberechnung - Rounding (increasing [ ... ]

Sales Organization

(De: Verkaufsorganisation) - 1 work objectives (ac [ ... ]

Influencing factors

(De: Einflussfaktoren) - Related Product (size ran [ ... ]

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