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Hofstetter, Dominic

Solution-Focused Selling (Kartoniert / Broschiert / Paperback)


Reihe: Solution-Focused Management Series 3

Hampp, Rainer, Hampp, R, März 2008


128 S. - Sprache: Englisch - 211x148x8 mm

ISBN: 3866182317 EAN: 9783866182318

This book introduces a new selling method that is based on the fundamentals of solution-focus, a counseling approach originally developed and applied in psychotherapy. It describes the challenges that salespeople and their marketing organizations face today and why their current selling methods no longer suffice. It continues to elaborate on how solution-focused attitudes, processes, and tools can be used to overcome these challenges, to increase advisory quality, and to eventually make higher sales. This book is directed toward salespeople of all industries who want to gain a competitive advantage and increase their success in business. Its content also relates to therapists, coaches, and managers who want to gain a new perspective in solution-focused management.

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Über den Autor

Dominic Hofstetter currently works in the institutional distribution department of a Swiss bank, where he sells complex investment solutions to sophisticated clients. Before, he had occupied several positions within the financial services industry in Zurich and New York and successfully run his own business venture. Mr. Hofstetter holds a Bachelor of Business Administration from the University of Applied Sciences of Zurich, where he also wrote his Bachelor thesis titled "Client Coaching - A solution-focused sales approach".

ISBN 3-86618-231-7

ISBN 978-3-86618-231-8

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Erstellung und Einführung eines Qualitätsmanagementsystems von Ziege, Kathrin; Kramer, Jost W. (Herausgeber); Neumann-Szyszka, Prof. Dr. Julia (Herausgeber); Nitsc
78,00 EUR

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