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Sales Excellence

Neue Anforderungen an Selling-Center-Mitglieder

  • 01-11-2018
  • Sales & Science
Published in:
Authors
Prof. Dr. Heike Papenhoff
Dr. Carsten D. Schultz
Carsten Welle
Published in
Sales Excellence | Issue 11/2018

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Excerpt

Selling Center - informelle und temporäre Teams von Spezialisten - sind so zusammengesetzt, dass sie sich auf ihre funktionsübergreifende Expertise stützen, um den unterschiedlichen Bedürfnissen ihrer Kunden zu begegnen. Mitglieder in Selling Centern müssen deshalb zusätzliche betriebswirtschaftliche und informationstechnische Kenntnisse sowie soziale Kompetenzen erwerben. …

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previous article Neue Spielräume durch Automatisierung
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Title
Neue Anforderungen an Selling-Center-Mitglieder
Authors
Prof. Dr. Heike Papenhoff
Dr. Carsten D. Schultz
Carsten Welle
Publication date
01-11-2018
Publisher
Springer Fachmedien Wiesbaden
Published in
Sales Excellence / Issue 11/2018
Print ISSN: 2522-5960
Electronic ISSN: 2522-5979
DOI
https://doi.org/10.1007/s35141-018-0172-y

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