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Anreizsysteme Im Personlichen Verkauf
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Book Synopsis Anreizsysteme im persönlichen Verkauf by : Nicole Graf
Download or read book Anreizsysteme im persönlichen Verkauf written by Nicole Graf and published by diplom.de. This book was released on 1998-10-27 with total page 98 pages. Available in PDF, EPUB and Kindle. Book excerpt: Inhaltsangabe:Einleitung: In einer Zeit, die durch Sättigung vieler Märkte, immer stärker werdenden Konkurrenzdruck, ähnlicher werdende Produkte und weltweit etablierte Qualitätsstandards geprägt ist, werden häufig weiche Faktoren zum entscheidenden Kriterium für den Unternehmenserfolg. Eine besondere Bedeutung obliegt in diesem Kontext dem Verhalten und der Kundenorientierung der Vertriebsmitarbeiter. Als direkte Schnittstelle zum Kunden stellt der Vertrieb (persönliche Verkauf) heutzutage eine äußerst kritische Ressource dar, die häufig zu dem bedeutendsten Erfolgsfaktor stilisiert wird. Wie in allen Unternehmensbereichen hängen Arbeitsleistung und Arbeitszufriedenheit auch im Vertrieb wesentlich von den Anreizen ab, die ein Unternehmen seinen Mitarbeitern bietet. Wie diese Anreize im persönlichen Verkauf eingesetzt werden können, um den Vertrieb zu steuern und sicherzustellen, daß insbesondere Außendienstmitarbeiter die Unternehmensziele zu ihren eigenen Zielen werden lassen, ist eine häufig diskutierte Fragestellung. Die vorliegende Arbeit beschäftigt sich mit Motivationsgrundlagen und legt dar, welche Faktoren die Leistungsfähigkeit und den Leistungswillen des Vertriebs beeinflussen und wie diese beiden Determinanten gezielt durch Anreize geweckt und gefördert werden können. Inhaltsverzeichnis:Inhaltsverzeichnis: AbbildungsverzeichnisI TabellenverzeichnisIII 1.Einleitung1 1.1.Problemstellung und Zielsetzung der Arbeit1 1.2.Methodik und Aufbau der Arbeit1 2.Einflußvariablen auf Verkaufsverhalten und -leistung2 2.1.Ansätze zur Erklärung des Arbeitsverhaltens2 2.1.1.Definition der Parameter Verkaufsverhalten, -leistung und -erfolg2 2.1.2.Das Modell von Churchill, Ford und Walker3 2.2.Die Bedeutung der Motivation5 2.2.1.Ein Überblick5 2.2.2.Die Maslow'sche Bedürfnispyramide7 2.2.3.Die Zwei-Faktoren-Theorie von Herzberg8 2.2.4.Das Erwartungs-Valenz-Modell von Vroom9 2.3.Der Einfluß von Persönlichkeitsmerkmalen11 2.3.1.Demographische Aspekte11 2.3.2.Psychologische Charakterzüge13 2.3.3.Erfahrung und Kenntnisse14 2.3.4.Begabung15 2.3.5.Berufslebenszyklus (beruflicher Werdegang)16 2.4.Der Einfluß organisatorischer Determinanten18 2.4.1.Unternehmenskultur18 2.4.2.Selfmanagement20 2.4.3.Schulung21 2.4.4.Karrierepfade22 2.4.5.Rollenzuordnung und -wahrnehmung24 2.5.Der Einfluß von Umweltfaktoren26 2.5.1.Charakteristika der globalen Umwelt26 2.5.2.Das Wettbewerbs- und Branchenumfeld27 3.Darstellung der Leistungsanreize [...]
Book Synopsis Deutsches und internationales Bank- und Wirtschaftsrecht im Wandel by : Harald Herrmann
Download or read book Deutsches und internationales Bank- und Wirtschaftsrecht im Wandel written by Harald Herrmann and published by Walter de Gruyter. This book was released on 1997 with total page 542 pages. Available in PDF, EPUB and Kindle. Book excerpt: Keine ausführliche Beschreibung für "Deutsches und Internationales Bank- und Wirtschaftsrecht im Wandel" verfügbar.
Book Synopsis The First 90 Days, Updated and Expanded by : Michael D. Watkins
Download or read book The First 90 Days, Updated and Expanded written by Michael D. Watkins and published by Harvard Business Review Press. This book was released on 2013-04-23 with total page 301 pages. Available in PDF, EPUB and Kindle. Book excerpt: The world’s most trusted guide for leaders in transition Transitions are a critical time for leaders. In fact, most agree that moving into a new role is the biggest challenge a manager will face. While transitions offer a chance to start fresh and make needed changes in an organization, they also place leaders in a position of acute vulnerability. Missteps made during the crucial first three months in a new role can jeopardize or even derail your success. In this updated and expanded version of the international bestseller The First 90 Days, Michael D. Watkins offers proven strategies for conquering the challenges of transitions—no matter where you are in your career. Watkins, a noted expert on leadership transitions and adviser to senior leaders in all types of organizations, also addresses today’s increasingly demanding professional landscape, where managers face not only more frequent transitions but also steeper expectations once they step into their new jobs. By walking you through every aspect of the transition scenario, Watkins identifies the most common pitfalls new leaders encounter and provides the tools and strategies you need to avoid them. You’ll learn how to secure critical early wins, an important first step in establishing yourself in your new role. Each chapter also includes checklists, practical tools, and self-assessments to help you assimilate key lessons and apply them to your own situation. Whether you’re starting a new job, being promoted from within, embarking on an overseas assignment, or being tapped as CEO, how you manage your transition will determine whether you succeed or fail. Use this book as your trusted guide.
Book Synopsis Good Work - Poor Work by : Wenzel Matiaske
Download or read book Good Work - Poor Work written by Wenzel Matiaske and published by Rainer Hampp Verlag. This book was released on 2005 with total page 118 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Journal of Institutional and Theoretical Economics by :
Download or read book Journal of Institutional and Theoretical Economics written by and published by . This book was released on 1981 with total page 798 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Masterpieces of the J. Paul Getty Museum: Illuminated Manuscripts by : Thomas Kren
Download or read book Masterpieces of the J. Paul Getty Museum: Illuminated Manuscripts written by Thomas Kren and published by Getty Publications. This book was released on 1997-11-13 with total page 130 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Getty Museum’s collection of illuminated manuscripts, featured in this book, comprises masterpieces of medieval and Renaissance art. Dating from the tenth to the sixteenth century, they were produced in France, Italy, Belgium, Germany, England, Spain, Poland, and the eastern Mediterranean. Among the highlights are four Ottonian manuscripts, Romanesque treasures from Germany, Italy, and France, an English Gothic Apocalypse, and late medieval manuscripts painted by such masters as Jean Fouquet, Girolamo da Cremona, Simon Marmion, and Joris Hoefnagel. Included are glistening liturgical books, intimate and touching devotional books for private use, books of the Bible, lively histories by Giovanni Boccaccio and Jean Froissart, and a breathtaking Model Book of Calligraphy.
Book Synopsis Spaces and Identities in Border Regions by : Christian Wille
Download or read book Spaces and Identities in Border Regions written by Christian Wille and published by transcript Verlag. This book was released on 2015-11-30 with total page 385 pages. Available in PDF, EPUB and Kindle. Book excerpt: Spatial and identity research operates with differentiations and relations. These are particularly useful heuristic tools when examining border regions where social and geopolitical demarcations diverge. Applying this approach, the authors of this volume investigate spatial and identity constructions in cross-border contexts as they appear in everyday, institutional and media practices. The results are discussed with a keen eye for obliquely aligned spaces and identities and relinked to governmental issues of normalization and subjectivation. The studies base upon empirical surveys conducted in Germany, France, Belgium and Luxembourg.
Book Synopsis Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity by : Kim Scott
Download or read book Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity written by Kim Scott and published by St. Martin's Press. This book was released on 2017-03-14 with total page 269 pages. Available in PDF, EPUB and Kindle. Book excerpt: "A high-profile business manager describes her development of an optimal management course designed to help business leaders become balanced and effective without resorting to insensitive aggression or overt permissiveness"--
Book Synopsis The Digital Transformation Playbook by : David L. Rogers
Download or read book The Digital Transformation Playbook written by David L. Rogers and published by Columbia University Press. This book was released on 2016-04-05 with total page 267 pages. Available in PDF, EPUB and Kindle. Book excerpt: Rethink your business for the digital age. Every business begun before the Internet now faces the same challenge: How to transform to compete in a digital economy? Globally recognized digital expert David L. Rogers argues that digital transformation is not about updating your technology but about upgrading your strategic thinking. Based on Rogers's decade of research and teaching at Columbia Business School, and his consulting for businesses around the world, The Digital Transformation Playbook shows how pre-digital-era companies can reinvigorate their game plans and capture the new opportunities of the digital world. Rogers shows why traditional businesses need to rethink their underlying assumptions in five domains of strategy—customers, competition, data, innovation, and value. He reveals how to harness customer networks, platforms, big data, rapid experimentation, and disruptive business models—and how to integrate these into your existing business and organization. Rogers illustrates every strategy in this playbook with real-world case studies, from Google to GE, from Airbnb to the New York Times. With practical frameworks and nine step-by-step planning tools, he distills the lessons of today's greatest digital innovators and makes them usable for businesses at any stage. Many books offer advice for digital start-ups, but The Digital Transformation Playbook is the first complete treatment of how legacy businesses can transform to thrive in the digital age. It is an indispensable guide for executives looking to take their firms to the next stage of profitable growth.
Download or read book Hof und Theorie written by Reinhardt Butz and published by Böhlau Verlag Köln Weimar. This book was released on 2004 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: Zweifelsfrei war der historische Hof in unterschiedlichster Ausprägung existent. Alteuropa bediente sich seiner bis zum Beginn der Moderne als bedeutendeste politische Institution zur Ausübung von Herrschaft. Gleichwohl entzog er sich stets einer verbindlichen und einheitlichen Definition. Eine Schwierigkeit, mit der sich schon die Zeitgenossen konfrontiert sahen. Erstmals werden in diesem Band einige der wichtigsten theoretischen Ansätze und Methoden vereint, um eine vielschichtige Annäherung an diesen Gegenstand zu unternehmen. Bemüht werden im zeitlichen Horizont von der ägyptischen Antike bis zur Neuzeit soziologische, wirtschafts- und literaturwissenschaftliche sowie rechtshistorische Theorieangebote und Überlegungen.
Book Synopsis Förderung von Arbeitsmotivation und Gesundheit in Organisationen by : Jürgen Wegge
Download or read book Förderung von Arbeitsmotivation und Gesundheit in Organisationen written by Jürgen Wegge and published by . This book was released on 2004 with total page 328 pages. Available in PDF, EPUB and Kindle. Book excerpt: Was weiß man heute über eine motivations- und zugleich gesundheitsförderliche Organisation und Gestaltung von Arbeit? Welche Ansätze haben sich bewährt und welche sollte man in der organisationalen Praxis auf keinen Fall weiter verfolgen? Die Beiträge dieses Bandes geben empirisch gut fundierte Antworten auf diese Fragen, die nicht nur für Wissenschaftler und Studierende, sondern auch für Praktiker von Nutzen sind. Vorgestellt werden insbesondere solche Theorien, Diagnosemethoden, Trainingsprogramme und Organisationskonzepte, die einer empirischen Überprüfung und Bewertung auf Praxistauglichkeit standhalten. Es handelt sich dabei um Ansätze, die sowohl die Gestaltung individueller Arbeit als auch die Gestaltung von Gruppenarbeit zum Ziel haben. Auch neue, viel versprechende Entwicklungen und Perspektiven der aktuellen Arbeitsmotivationsforschung werden erörtert.
Author :Gesellschaft für Wirtschafts- und Sozialwissenschaften, Verein für Socialpolitik. Arbeitstagung Publisher :Duncker & Humblot ISBN 13 :9783428056033 Total Pages :762 pages Book Rating :4.0/5 (56 download)
Book Synopsis Ansprüche, Eigentums- und Verfügungsrechte by : Gesellschaft für Wirtschafts- und Sozialwissenschaften, Verein für Socialpolitik. Arbeitstagung
Download or read book Ansprüche, Eigentums- und Verfügungsrechte written by Gesellschaft für Wirtschafts- und Sozialwissenschaften, Verein für Socialpolitik. Arbeitstagung and published by Duncker & Humblot. This book was released on 1984 with total page 762 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Nocturnal written by Wilder Poetry and published by Andrews McMeel Publishing. This book was released on 2019-05-07 with total page 205 pages. Available in PDF, EPUB and Kindle. Book excerpt: From @wilderpoetry comes a heavily expanded revised edition of Nocturnal, a collection of poetry and beautifully illustrated black-and-white imagery inspired by darkened days and sleepless nights. Poetry meets presentation in each of the four sections ("Dusk," "Northern Lights," "Howl," "Lucid Dreams,"), which trace the author's continuing journey of self-discovery while illuminating a path for others along the way. Ink stains, landscapes, dreamlike animals, blackened pages, and textured spreads create a multifaceted reading experience. And true to the moniker, these poems are linked by a motif of "the wild." Celebrating the art of self-love poetry with both word and image, Nocturnal will leave readers comforted, curious, and inspired to explore the world around them.
Book Synopsis Toward Liberty by : Friedrich August Hayek
Download or read book Toward Liberty written by Friedrich August Hayek and published by . This book was released on 1973 with total page 437 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Radical Candor: Fully Revised & Updated Edition by : Kim Scott
Download or read book Radical Candor: Fully Revised & Updated Edition written by Kim Scott and published by St. Martin's Press. This book was released on 2019-10-01 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: * New York Times and Wall Street Journal bestseller multiple years running * Translated into 20 languages, with more than half a million copies sold worldwide * A Hudson and Indigo Best Book of the Year * Recommended by Shona Brown, Rachel Hollis, Jeff Kinney, Daniel Pink, Sheryl Sandberg, and Gretchen Rubin Radical Candor has been embraced around the world by leaders of every stripe at companies of all sizes. Now a cultural touchstone, the concept has come to be applied to a wide range of human relationships. The idea is simple: You don't have to choose between being a pushover and a jerk. Using Radical Candor—avoiding the perils of Obnoxious Aggression, Manipulative Insincerity, and Ruinous Empathy—you can be kind and clear at the same time. Kim Scott was a highly successful leader at Google before decamping to Apple, where she developed and taught a management class. Since the original publication of Radical Candor in 2017, Scott has earned international fame with her vital approach to effective leadership and co-founded the Radical Candor executive education company, which helps companies put the book's philosophy into practice. Radical Candor is about caring personally and challenging directly, about soliciting criticism to improve your leadership and also providing guidance that helps others grow. It focuses on praise but doesn't shy away from criticism—to help you love your work and the people you work with. Radically Candid relationships with team members enable bosses to fulfill their three core responsibilities: 1. Create a culture of Compassionate Candor 2. Build a cohesive team 3. Achieve results collaboratively Required reading for the most successful organizations, Radical Candor has raised the bar for management practices worldwide.
Download or read book Answering Jihad written by Nabeel Qureshi and published by Zondervan. This book was released on 2016-03-08 with total page 177 pages. Available in PDF, EPUB and Kindle. Book excerpt: From New York Times bestselling author of Seeking Allah, Finding Jesus Nabeel Qureshi—a former Muslim—comes his deeply personal, challenging, and respectful answer book to the many questions surrounding jihad, the rise of ISIS, and Islamic terrorism. San Bernardino was the most lethal terror attack on American soil since 9/11, and it came on the heels of a coordinated assault on Paris. There is no question that innocents were slaughtered in the name of Allah and in the way of jihad (meaning warfare against the enemies of Islam, in this case). But do the terrorists' actions actually reflect the broader religion of Islam? The answer to this question is more pressing than ever, as many Muslim refugees are still migrating to the West, seeking shelter from the violent ideologies of ISIS, Al-Qaida, and other radical Islamic groups. Setting aside speculations and competing voices, Qureshi explores the answers to difficult questions like: What is Islam, and is it a religion of peace or violence? Is there a clear definition and doctrine of jihad? How are we to understand jihad and radical expressions of Islam in relation to our Muslim neighbors and friends? Why is there such a surge of Islamist terrorism in the world today, and how should we respond? How does jihad compare with Old Testament calls to warfare? In Answering Jihad, bestselling author Nabeel Qureshi answers these urgent questions from the perspective of a former Muslim who is deeply concerned for both his Muslim family and his American homeland.
Download or read book Kartographische Nachrichten written by and published by . This book was released on 1986 with total page 648 pages. Available in PDF, EPUB and Kindle. Book excerpt:
