Skip to main content

Advanced Search

Projected result for your current search: 0

Search Operators:

You can use operators in your search query to narrow down your results even more. Click on the search operator to see an explanation of how it works.
Finds documents with exactly this word group, in exactly this word order and spelling (e.g. "employer branding").
Finds documents with both search terms (e.g. sales AND bonus).
Finds documents with one or the other search term (e.g. porsche OR volkswagen).
Finds documents with all search terms. Blank space is understood as AND (e.g. man robot production).
Finds documents with no appearance of the word behind NOT (e.g. ford NOT "harrison ford").
Finds documents where the search term is mentioned at least "n" times."n" may be any number (e.g. COUNT(gear)>8).
Finds documents with both search terms in any word order, permitting "n" words as a maximum distance between them. Best choose between 15 and 30 (e.g. NEAR(recruit, professionals, 20)).
Finds documents with the search term in word versions or composites. The asterisk * marks whether you wish them BEFORE, BEHIND, or BEFORE and BEHIND the search term (e.g. lightweight*, *lightweight, *lightweight*).
Finds documents with the search term in different spellings. "?" allows only one character (e.g. organi?ation).
Special characters are understood as AND (e.g. Miller Bros. & Sons).

Semantic Search

powered by (Link opens in a new window)
loading …
Log in
Top
Sales Excellence

Verhandeln im B2B heißt zuhören, um zu verstehen

  • 01-12-2024
  • Praxis & Prozesse
Published in:
Author
Dr. Jürgen Scherer
Published in
Sales Excellence | Issue 12/2024

Activate our intelligent search to find suitable subject content or patents.

search-config
loading …

Excerpt

Im persönlichen Verkauf stehen meist die leistungs- und prozessbezogenen Elemente zwischen Unternehmen im Vordergrund. Die Kommunikations- und Interaktionsaspekte der handelnden Akteure werden dagegen vernachlässigt. …

Already a customer? Then log in here to gain access.

Customer login

Not a customer yet? Then find out more about our access models now:

Individual Access

Start your personal individual access now. Get instant access to more than 164,000 books and 540 journals – including PDF downloads and new releases.

Starting from 54,00 € per month!    

Get access

Access for Businesses

Utilise Springer Professional in your company and provide your employees with sound specialist knowledge. Request information about corporate access now.

Find out how Springer Professional can uplift your work!

Contact us now

For explorers: Get to know our platforms better with a free registration.

Register for free
previous article Digitale Barrierefreiheit für B2B-Vertriebsunternehmen
next article Mit der Employee Journey zum nachhaltigen Vertriebserfolg
Title
Verhandeln im B2B heißt zuhören, um zu verstehen
Author
Dr. Jürgen Scherer
Publication date
01-12-2024
Publisher
Springer Fachmedien Wiesbaden
Published in
Sales Excellence / Issue 12/2024
Print ISSN: 2522-5960
Electronic ISSN: 2522-5979
DOI
https://doi.org/10.1007/s35141-024-2377-6

Other articles of this Issue 12/2024

Mit der Employee Journey zum nachhaltigen Vertriebserfolg

  • Führung & Motivation

Vertragsmanagement erfolgreich digitalisieren

  • Strategie & Management

So geht digitale Transformation

  • In Kürze

Kreative Vermittlungsmethoden

  • Service

Bücher

  • Service

Teams können nur gewinnen

  • Intro