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Sales Excellence

Mehr Verhandlungserfolg in VUCA-Zeiten

  • 01-12-2020
  • Titel
Published in:
Authors
Prof. Dr. Andreas Krämer
Prof. Dr. Thomas Burgartz
Published in
Sales Excellence | Issue 12/2020

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Excerpt

Preismanagement sollte als Prozess verstanden werden, der deutlich über die Fragestellungen der Abschätzung von Preis-Absatz-Wirkungen oder Reaktionen auf Wettbewerber hinausgeht. Dabei sind die spezifischen Herausforderungen unter VUCA-Rahmenbedingungen ebenso zu beachten wie die Einbeziehung der Vertriebsmitarbeiter in den einzelnen Phasen. …

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previous article Die Pricing Revolution
next article So sichern Sie Ihre Marge
Title
Mehr Verhandlungserfolg in VUCA-Zeiten
Authors
Prof. Dr. Andreas Krämer
Prof. Dr. Thomas Burgartz
Publication date
01-12-2020
Publisher
Springer Fachmedien Wiesbaden
Published in
Sales Excellence / Issue 12/2020
Print ISSN: 2522-5960
Electronic ISSN: 2522-5979
DOI
https://doi.org/10.1007/s35141-020-0412-9

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