Merkmale Und Verhalten Des Verkaufers

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Merkmale und Verhalten des Verkäufers

Author : Cornelia Dreßler
Publisher : GRIN Verlag
ISBN 13 : 363826534X
Total Pages : 24 pages
Book Rating : 4.6/5 (382 download)

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Book Synopsis Merkmale und Verhalten des Verkäufers by : Cornelia Dreßler

Download or read book Merkmale und Verhalten des Verkäufers written by Cornelia Dreßler and published by GRIN Verlag. This book was released on 2004-04-03 with total page 24 pages. Available in PDF, EPUB and Kindle. Book excerpt: Studienarbeit aus dem Jahr 2002 im Fachbereich BWL - Offline-Marketing und Online-Marketing, Note: 2,7, Friedrich-Schiller-Universität Jena (Wirtschaftswissenschaftliche Fakultät), Veranstaltung: Psychologie des Verkaufs, Sprache: Deutsch, Abstract: [...] Dies bedeutet u.a., dass die Wettbewerbssituation sich dramatisch verschärft hat, z.B. aus Gründen der Globalisierung. Des Weiteren steigen die Qualitätsanforderungen der höchst wechselhaften Kunden an Produkte in einem Markt kontinuierlich sowie auch deren Informiertheits- und Emanzipationsgrad. Als Konsequenz dieser Entwicklungen gelingt einem Unternehmen der Absatz nur dann erfolgreich, wenn es den Markt von seinem Angebot zu überzeugen vermag aufgrund seiner Fähigkeit, sich Kundenwünschen besser anzupassen als seine relevanten Konkurrenten (vgl. Brater/Landig 1994, S.9). Man spricht auch vom sogenannten Verdrängungswettbewerb (vgl. Brinker 1995, S.12). Aufgrund dieser nicht abschließend aufgeführten Gründe gewinnt der persönliche Verkauf unablässlich an Bedeutung, da durch Kundenorientierung und intensiven Kundenkontakt sowie –service seitens des Verkaufspersonals kompetitive Vorteile und Differenzierungen gegenüber einem Konkurrenten geschaffen werden können. Den Schwerpunkt dieser Arbeit bildet deshalb das Verhalten des Verkäufers im Verkaufsprozess, welcher per se im Sinne einer sozialen Interaktion zwischen einem Kunden und Verkaufsagenten definiert wird. Es soll gezeigt werden, wie diese Interaktion durch im Verkaufsgespräch angewandte verkaufspsychologische Techniken beeinflusst wird. Zunächst werden theoretische Grundlagen bezüglich Kommunikation und Interaktion sowie einige ausgewählte psychologische und soziologische Modelle vorgestellt, und deren Bedeutung für das Verkäuferverhalten aufgezeigt. Diese Theorien fungieren als Basis der im Verkaufsprozess angewendeten Methoden und Techniken. Weiterhin sollen zwei Ansätze zur Verkaufsgesprächsgestaltung vorgestellt werden – der phasenbezogene sowie der Interaktionsansatz - wobei der Schwerpunkt auf den Ersteren von beiden gesetzt wird. Die beiden Modelle finden hier Ansprache, da sie zur Verdeutlichung des Interaktionsaspekts geeignet erscheinen. Der phasenbezogene Ansatz bietet sich aufgrund der Gliederung des Verkaufsprozesses in logisch aufeinanderfolgende Handlungsabschnitte zur ausführlicheren Beschreibung der Charakteristiken und Verhaltensweisen des Verkäufers in besonderem Maße an. Im letzten Teil soll eine Gegenüberstellung zweier kontroverser Verkaufsparadigmen erfolgen, welche jeweils unterschiedliche Konsequenzen auf den Verkäufer und dessen Interaktion mit dem Kunden bedeuten.

Data Mining: Concepts and Techniques

Author : Jiawei Han
Publisher : Elsevier
ISBN 13 : 0123814804
Total Pages : 740 pages
Book Rating : 4.1/5 (238 download)

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Book Synopsis Data Mining: Concepts and Techniques by : Jiawei Han

Download or read book Data Mining: Concepts and Techniques written by Jiawei Han and published by Elsevier. This book was released on 2011-06-09 with total page 740 pages. Available in PDF, EPUB and Kindle. Book excerpt: Data Mining: Concepts and Techniques provides the concepts and techniques in processing gathered data or information, which will be used in various applications. Specifically, it explains data mining and the tools used in discovering knowledge from the collected data. This book is referred as the knowledge discovery from data (KDD). It focuses on the feasibility, usefulness, effectiveness, and scalability of techniques of large data sets. After describing data mining, this edition explains the methods of knowing, preprocessing, processing, and warehousing data. It then presents information about data warehouses, online analytical processing (OLAP), and data cube technology. Then, the methods involved in mining frequent patterns, associations, and correlations for large data sets are described. The book details the methods for data classification and introduces the concepts and methods for data clustering. The remaining chapters discuss the outlier detection and the trends, applications, and research frontiers in data mining. This book is intended for Computer Science students, application developers, business professionals, and researchers who seek information on data mining. - Presents dozens of algorithms and implementation examples, all in pseudo-code and suitable for use in real-world, large-scale data mining projects - Addresses advanced topics such as mining object-relational databases, spatial databases, multimedia databases, time-series databases, text databases, the World Wide Web, and applications in several fields - Provides a comprehensive, practical look at the concepts and techniques you need to get the most out of your data

Unconditional Parenting

Author : Alfie Kohn
Publisher : Simon and Schuster
ISBN 13 : 0743487486
Total Pages : 272 pages
Book Rating : 4.7/5 (434 download)

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Book Synopsis Unconditional Parenting by : Alfie Kohn

Download or read book Unconditional Parenting written by Alfie Kohn and published by Simon and Schuster. This book was released on 2006-03-28 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: The author of Punished by Rewards and The Schools Our Children Deserve returns with a provocative challenge to the conventional ways of raising children. Kohn argues that all children have the need to be loved unconditionally, yet conventional approaches to parenting, such as punishment and reward, teach children that they are loved only when they please and impress parents. Kohn cites powerful research detailing the damage this can cause. Unconditional Parenting pushes parents to question their ideas of parenting and offers practical solutions to problems.

Start Where You Are

Author : Chris Gardner
Publisher : Harper Collins
ISBN 13 : 006153711X
Total Pages : 326 pages
Book Rating : 4.0/5 (615 download)

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Book Synopsis Start Where You Are by : Chris Gardner

Download or read book Start Where You Are written by Chris Gardner and published by Harper Collins. This book was released on 2009-05-12 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ever since the story of his transformation from homeless, single and struggling father to millionaire became known the world over, Chris Gardner --whose life story both inspired the movie The Pursuit of Happyness and became a #1 New York Times bestseller by the same name--has been inundated with two questions: “How Did You Do It” and “How Can I Do it Too?” Gardner’s power-packed, transformational reply is the basis of this long-anticipated book. As a departure from standard self-help tomes that promise overnight riches and exclusive secrets for success, Gardner avoids any tilt toward magical thinking by staying with real issues and solutions impacting individuals in all walks of life. If you’ve had the rug pulled out from under you, or have been dealing with the loss of a home, a job, a health or financial crisis, or simply can’t find the motivation to pursue new challenges, Start Where You Are abounds with life lessons that offer hope and provide a road map for starting anew. This is also the book for anyone ready to launch a personal, professional undertaking, or break generational cycles that hem in their potential. Taking stock of his own credos, including “The Cavalry Ain’t Coming,” “Find Your Button,” and “Seek the Furthest Star”-- Gardner’s 44 life lessons are earthy, soulful, and always accessible. With an array of stories from the author’s own life, as well as from those he has known or admired, both famous and not, Start Where You Are has arrived just in time to embolden and encourage all of us, even in our era of great global change, reminding us of the infinite resources we already have in our collective pursuit of happyness, and spurring us on in only one direction - forward!

Personal Values and Consumer Psychology

Author : Robert E. Pitts
Publisher : Free Press
ISBN 13 :
Total Pages : 348 pages
Book Rating : 4.:/5 (89 download)

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Book Synopsis Personal Values and Consumer Psychology by : Robert E. Pitts

Download or read book Personal Values and Consumer Psychology written by Robert E. Pitts and published by Free Press. This book was released on 1984 with total page 348 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Capital

Author : Carl Marx
Publisher : Createspace Independent Publishing Platform
ISBN 13 : 9781987436518
Total Pages : 320 pages
Book Rating : 4.4/5 (365 download)

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Book Synopsis Capital by : Carl Marx

Download or read book Capital written by Carl Marx and published by Createspace Independent Publishing Platform. This book was released on 2018-04 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Written: in draft by Marx 1863-1878, edited for publication by Engels; First published: in German in 1885, authoritative revised edition in 1893; Source: First English edition of 1907; Published: Progress Publishers, Moscow, 1956, USSR.

Im Sog des Internets

Author : Ulrike Ackermann
Publisher : BoD – Books on Demand
ISBN 13 : 394174335X
Total Pages : 202 pages
Book Rating : 4.9/5 (417 download)

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Book Synopsis Im Sog des Internets by : Ulrike Ackermann

Download or read book Im Sog des Internets written by Ulrike Ackermann and published by BoD – Books on Demand. This book was released on 2013 with total page 202 pages. Available in PDF, EPUB and Kindle. Book excerpt: Immer tiefer durchdringt das Internet unser alltägliches Leben. Es ist überall verfügbar, seine Anwendungen sind zunehmend unverzichtbar, aber sie haben auch Folgen. Wir sind eben erst dabei zu verstehen, wie die digitale Revolution die Parameter unseres Lebens verschiebt und was angemessene Reaktionen darauf sein könnten. Der vorliegende Band greift das Thema unter dem Aspekt von Öffentlichkeit und Privatheit auf. Autoren aus verschiedenen Feldern der Wissenschaft loten in politischen, historischen, soziologischen und kulturwissenschaftlichen Perspektiven aus, welche Chancen und Risiken die digitale Revolution für die Öffentlichkeit und Privatheit birgt, die Eckpfeiler jeder freiheitlichen Gesellschaft sind --

Förderung von Arbeitsmotivation und Gesundheit in Organisationen

Author : Jürgen Wegge
Publisher :
ISBN 13 :
Total Pages : 328 pages
Book Rating : 4.E/5 ( download)

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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.

H2H Marketing

Author : Philip Kotler
Publisher : Springer Nature
ISBN 13 : 3031223934
Total Pages : 222 pages
Book Rating : 4.0/5 (312 download)

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Book Synopsis H2H Marketing by : Philip Kotler

Download or read book H2H Marketing written by Philip Kotler and published by Springer Nature. This book was released on 2023-07-18 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt: H2H Marketing focuses on redefining the role of marketing by reorienting the mindset of decision-makers and integrating the concepts of Design Thinking, Service-Dominant Logic and Digitalization. Following the authors' successful book on H2H Marketing, this book brings foward selected case studies showcasing various aspects of the concept, its fundamental elements, and its implementation.

Critical Mass

Author : Philip Ball
Publisher : Farrar, Straus and Giroux
ISBN 13 : 1466806834
Total Pages : 532 pages
Book Rating : 4.4/5 (668 download)

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Book Synopsis Critical Mass by : Philip Ball

Download or read book Critical Mass written by Philip Ball and published by Farrar, Straus and Giroux. This book was released on 2006-05-16 with total page 532 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are there any "laws of nature" that influence the ways in which humans behave and organize themselves? In the seventeenth century, tired of the civil war ravaging England, Thomas Hobbes decided that he would work out what kind of government was needed for a stable society. His approach was based not on utopian wishful thinking but rather on Galileo's mechanics to construct a theory of government from first principles. His solution is unappealing to today's society, yet Hobbes had sparked a new way of thinking about human behavior in looking for the "scientific" rules of society. Adam Smith, Immanuel Kant, Auguste Comte, and John Stuart Mill pursued this idea from different political perspectives. Little by little, however, social and political philosophy abandoned a "scientific" approach. Today, physics is enjoying a revival in the social, political and economic sciences. Ball shows how much we can understand of human behavior when we cease to try to predict and analyze the behavior of individuals and instead look to the impact of individual decisions-whether in circumstances of cooperation or conflict-can have on our laws, institutions and customs. Lively and compelling, Critical Mass is the first book to bring these new ideas together and to show how they fit within the broader historical context of a rational search for better ways to live.

Java Concurrency in Practice

Author : Tim Peierls
Publisher : Pearson Education
ISBN 13 : 0132702258
Total Pages : 428 pages
Book Rating : 4.1/5 (327 download)

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Book Synopsis Java Concurrency in Practice by : Tim Peierls

Download or read book Java Concurrency in Practice written by Tim Peierls and published by Pearson Education. This book was released on 2006-05-09 with total page 428 pages. Available in PDF, EPUB and Kindle. Book excerpt: Threads are a fundamental part of the Java platform. As multicore processors become the norm, using concurrency effectively becomes essential for building high-performance applications. Java SE 5 and 6 are a huge step forward for the development of concurrent applications, with improvements to the Java Virtual Machine to support high-performance, highly scalable concurrent classes and a rich set of new concurrency building blocks. In Java Concurrency in Practice, the creators of these new facilities explain not only how they work and how to use them, but also the motivation and design patterns behind them. However, developing, testing, and debugging multithreaded programs can still be very difficult; it is all too easy to create concurrent programs that appear to work, but fail when it matters most: in production, under heavy load. Java Concurrency in Practice arms readers with both the theoretical underpinnings and concrete techniques for building reliable, scalable, maintainable concurrent applications. Rather than simply offering an inventory of concurrency APIs and mechanisms, it provides design rules, patterns, and mental models that make it easier to build concurrent programs that are both correct and performant. This book covers: Basic concepts of concurrency and thread safety Techniques for building and composing thread-safe classes Using the concurrency building blocks in java.util.concurrent Performance optimization dos and don'ts Testing concurrent programs Advanced topics such as atomic variables, nonblocking algorithms, and the Java Memory Model

Mind of the Raven

Author : Bernd Heinrich
Publisher : Harper Collins
ISBN 13 : 0061863939
Total Pages : 596 pages
Book Rating : 4.0/5 (618 download)

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Book Synopsis Mind of the Raven by : Bernd Heinrich

Download or read book Mind of the Raven written by Bernd Heinrich and published by Harper Collins. This book was released on 2009-10-13 with total page 596 pages. Available in PDF, EPUB and Kindle. Book excerpt: Heinrich involves us in his quest to get inside the mind of the raven. But as animals can only be spied on by getting quite close, Heinrich adopts ravens, thereby becoming a "raven father," as well as observing them in their natural habitat. He studies their daily routines, and in the process, paints a vivid picture of the ravens' world. At the heart of this book are Heinrich's love and respect for these complex and engaging creatures, and through his keen observation and analysis, we become their intimates too. Heinrich's passion for ravens has led him around the world in his research. Mind of the Raven follows an exotic journey—from New England to Germany, and from Montana to Baffin Island in the high Arctic—offering dazzling accounts of how science works in the field, filtered through the eyes of a passionate observer of nature. Each new discovery and insight into raven behavior is thrilling to read, at once lyrical and scientific.

Lord of the Flies Centenary Edition

Author : William Golding
Publisher : Penguin
ISBN 13 : 1101571047
Total Pages : 192 pages
Book Rating : 4.1/5 (15 download)

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Book Synopsis Lord of the Flies Centenary Edition by : William Golding

Download or read book Lord of the Flies Centenary Edition written by William Golding and published by Penguin. This book was released on 2011-11-01 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: The classic novel by William Golding With a new Introduction by Stephen King "To me Lord of the Flies has always represented what novels are for, what makes them indispensable." -Stephen King Golding's classic, startling, and perennially bestselling portrait of human nature remains as provocative today as when it was first published. This beautiful new edition features French flaps and rough fronts, making it a must-have for fans of this seminal work. William Golding's compelling story about a group of very ordinary small boys marooned on a coral island has become a modern classic. At first it seems as though it is all going to be great fun; but the fun before long becomes furious and life on the island turns into a nightmare of panic and death. As ordinary standards of behaviour collapse, the whole world the boys know collapses with them—the world of cricket and homework and adventure stories—and another world is revealed beneath, primitive and terrible. Lord of the Flies remains as provocative today as when it was first published in 1954, igniting passionate debate with its startling, brutal portrait of human nature. Though critically acclaimed, it was largely ignored upon its initial publication. Yet soon it became a cult favorite among both students and literary critics who compared it to J.D. Salinger's The Catcher in the Rye in its influence on modern thought and literature. Labeled a parable, an allegory, a myth, a morality tale, a parody, a political treatise, even a vision of the apocalypse, Lord of the Flies has established itself as a true classic.

How to Be a Good Husband

Author : Bodleian Library
Publisher :
ISBN 13 : 9781851243761
Total Pages : 92 pages
Book Rating : 4.2/5 (437 download)

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Book Synopsis How to Be a Good Husband by : Bodleian Library

Download or read book How to Be a Good Husband written by Bodleian Library and published by . This book was released on 2008 with total page 92 pages. Available in PDF, EPUB and Kindle. Book excerpt: The art of being a good husband is not an easy one. This little guide was written for the middle classes of the 1930s who were reading one of the first modern self-help books. Illustrated with contemporary line-drawings, it contains advice by turns delightfully arcane and timelessly true, for example:Don't squeeze the tube of toothpaste from the top instead of from the bottom. This is one of the small things of life that always irritates a careful wife.Don't think that your wife has placed waste-paper baskets in the rooms as ornaments.Don't tell your wife terminological inexactitudes, which are, in plain English, lies. A woman has wonderful intuition for spotting even minor departures from the truth.Do cultivate the habit of coming down to breakfast with a smile. Remember that as the head of the house, it is your duty to see that everyone starts the day in an atmosphere of happiness.Don't criticise the food at your own table when you are entertaining and especially refrain from doing so before the servants.

What's Happening to Me?

Author : Susan Meredith
Publisher : Usborne Publishing Ltd
ISBN 13 : 140952793X
Total Pages : 51 pages
Book Rating : 4.4/5 (95 download)

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Book Synopsis What's Happening to Me? by : Susan Meredith

Download or read book What's Happening to Me? written by Susan Meredith and published by Usborne Publishing Ltd. This book was released on 2013-05-15 with total page 51 pages. Available in PDF, EPUB and Kindle. Book excerpt: Growing up is a whole lot easier if you have some idea what to expect. This book describes exactly what will happen to your body in a straightforward, easy-to-understand way, and it explains some of your feelings too - all you need to know for this important time in your life. This is a highly illustrated ebook that can only be read on the Kindle Fire or other tablet. "Look no further: the What's Happening to Me? Books are nothing short of brilliant. They aim to help children aged nine and above understand bodily changes and they do this extremely well.Susan Meredith answers the questions young girls want to ask but might feel afraid to. It's all there: getting measured up for a bra, periods, using towels and tampons, feeling, diet, health and hygiene and there is also a section on what happens to boys.The text is informal, chatty, full of useful facts and packed with considerate advice and support. A book like that wouldn't work as well without graphics and diagrams, and the illustrations are colourful and engaging as well as informative." - John Dabell, TES Magazine

Modern German Grammar

Author : Ruth Whittle
Publisher : Routledge
ISBN 13 : 1136835539
Total Pages : 489 pages
Book Rating : 4.1/5 (368 download)

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Book Synopsis Modern German Grammar by : Ruth Whittle

Download or read book Modern German Grammar written by Ruth Whittle and published by Routledge. This book was released on 2013-03-01 with total page 489 pages. Available in PDF, EPUB and Kindle. Book excerpt: Modern German Grammar: A Practical Guide, Third Edition is an innovative reference guide to German, combining traditional and function-based grammar in a single volume. The Grammar is divided into two parts. Part A covers grammatical categories such as word order, nouns, verbs and adjectives. Part B is organised according to language functions and notions such as: making introductions asking for something to be done delivering a speech possibility satisfaction. The book addresses learners’ practical needs and presents grammar in both a traditional and a communicative setting. New to this edition, and building on feedback from the previous edition: The rules of the latest (and so far final) spelling reform have been implemented throughout. Examples of usage have been updated and consideration given to Swiss and Austrian variants. The chapter on register has been expanded and now includes youth language and frequently used Anglicisms in German. The Index now has even more key words; it has also been redesigned to differentiate between German words, grammar terms, and functions, thus making it more user-friendly. The Grammar assumes no previous grammatical training and is intended for all those who have a basic knowledge of German, from intermediate learners in schools and adult education to undergraduates taking German as a major or minor part of their studies. The Grammar is accompanied by a third edition of Modern German Grammar Workbook (ISBN 978-0-415-56725-1) which features exercises and activities directly linked to the Grammar. Ruth Whittle is Lecturer, John Klapper is Professor of Foreign Language Pedagogy, Katharina Glöckel is the Austrian Lektorin and Bill Dodd is Professor of Modern German Studies – all at the University of Birmingham. Christine Eckhard-Black is Tutor and Advisor in German at the Oxford University Language Centre.

Punished by Rewards

Author : Alfie Kohn
Publisher : Mariner Books
ISBN 13 :
Total Pages : 452 pages
Book Rating : 4.:/5 (321 download)

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Book Synopsis Punished by Rewards by : Alfie Kohn

Download or read book Punished by Rewards written by Alfie Kohn and published by Mariner Books. This book was released on 1999 with total page 452 pages. Available in PDF, EPUB and Kindle. Book excerpt: Criticizes the system of motivating through reward, offering arguments for motivating people by working with them instead of doing things to them.