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Solution-Focused Selling
Dominic Hofstetter
Verlag Rainer Hampp Verlag, 2008
ISBN 9783866182318 , 129 Seiten
Format PDF, OL
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TABLE OF CONTENTS
6
PREFACE
8
PROLOGUE
11
GLOSSARY
13
I SELLING TODAY
16
II CHALLENGES FOR MARKETING ORGANIZATIONS
25
III SOLUTION-FOCUS IN SELLING: STATUS QUO
34
IV THE FUNDAMENTALS OF SOLUTION-FOCUS
42
V COUNSELING VERSUS SELLING
56
VI APPLYING SOLUTION-FOCUS IN SALES
60
VII SPECIAL SITUATIONS
92
VIII IMPLICATIONS FOR PRACTICE
99
IX CONCLUSION
108
APPENDIX
115
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