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Marketing Review St. Gallen
Published in: Marketing Review St. Gallen 4/2013

01-04-2013 | Schwerpunkt

Interaktionskompetenz — Erfolgsfaktor im industriellen Vertrieb

Authors: Alke Töllner, Jasmin Ulrich, Prof. Dr. Markus Blut, Prof. Dr. Hartmut H. Holzmüller

Published in: Marketing Review St. Gallen | Issue 4/2013

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Die Interaktionskompetenz der Vertriebsmitarbeiter ist für den Aufbau und Erhalt von Kundenbeziehungen auf Industriegütermärkten von besonderer Bedeutung. Der Beitrag analysiert die Merkmale der Interaktionskompetenz und deren unterschiedliche Bedeutung für die verschiedenen Phasen des Interaktionsprozesses mit dem Kunden. …
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Metadata
Title
Interaktionskompetenz — Erfolgsfaktor im industriellen Vertrieb
Authors
Alke Töllner
Jasmin Ulrich
Prof. Dr. Markus Blut
Prof. Dr. Hartmut H. Holzmüller
Publication date
01-04-2013
Publisher
Springer Fachmedien Wiesbaden
Published in
Marketing Review St. Gallen / Issue 4/2013
Print ISSN: 1865-6544
Electronic ISSN: 1865-7516
DOI
https://doi.org/10.1365/s11621-013-0258-2

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