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The Role of Emotions in B2B-Marketing Tools
48,99 € *
ggf. zzgl. Versand

The Role of Emotions in B2B-Marketing Tools ab 48.99 € als Taschenbuch: The role of emotions in B2B-marketing tools and their influence on buying decisions. Aus dem Bereich: Bücher, Wissenschaft, Wirtschaftswissenschaft,

Anbieter: hugendubel
Stand: 25.10.2020
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The Role of Emotions in B2B-Marketing Tools
49,00 € *
ggf. zzgl. Versand

The world is driven by emotions and although emotions are of major importance in our daily life, they still have not enjoyed the status they deserve in academic discussions. The role of emotions is very interesting and important in business-to-business marketing because emotions influence people in many different ways. Marketers define who their customers are as well their needs and wants. However they also should consider the fact that emotions can encourage decision-making and that they play a role in each part of marketing. Emotion can stimulate buying interest and influence future buying decisions as they intensify wants and desires. Using emotions in B2B marketing allows companies to deliver the right emotional content and message, at the right place, at the right time, to the right customers. Developing creative marketing programs with a lack of understanding of why people buy, when they buy, where they buy and how they buy can lead to wasted resources and market failure. Especially in industrial companies this understanding is a problem as technical experts or production managers often influence decision-making in marketing.

Anbieter: Dodax
Stand: 25.10.2020
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Potentiale und Grenzen des E-Business bei kompl...
67,90 CHF *
ggf. zzgl. Versand

Im Rahmen der Vermarktung von Produkten gewinnt das Internet zunehmend an Bedeutung. Sowohl seitens des Anbieters als auch des Nachfragers dient es als Mittel zur Senkung der Kosten und zur Vereinfachung von Prozessen. Hierzu zählen beispielsweise die Verringerung von Such- und Informationskosten (ex-ante Transaktionskosten), die Auftragsabwicklung, das Angebot eines Online-Supports sowie online-gestütztes After-Sales-Marketing (ex-post Transaktionskosten). Die örtliche und zeitliche Unabhängigkeit der Beteiligten beim Zugriff auf die elektronische Handelsplattform führt zudem zu einer Erweiterung der potentiellen Kundenbasis. Ziel der Implementierung des E-Business in die unternehmenseigenen Geschäftsabläufe liegt nicht bloss in der Reduzierung der anbieterseitigen Kosten, sondern primär in der Schaffung eines Mehrwerts für den Kunden. Da sich E-Business nicht als einzelnes Werkzeug in die Unternehmensstruktur integrieren lässt, sondern weitreichende Auswirkungen auf viele Unternehmensbereiche hat, zeigen sich Potenziale und Grenzen des elektronischen Geschäftsverkehrs erst bei der Betrachtung des Unternehmens aus unterschiedlichen Perspektiven. Um die Einführung einer Softwareanwendung zur Abwicklung des Warenversands im elektronischen Verbrauchsteuersystem EMCS vorzubereiten, wird Software auf Basis theoretischer Grundlagen und aktueller Trends als digitales Produkt definiert und die Notwendigkeit zur Anreicherung des reinen Produkts mit nutzenstiftenden und kundenorientierten value-added Services sowie zur Bereitstellung von Möglichkeiten der Customization erläutert. Die erfolgreiche Einführung des E-Business in einem Unternehmen setzt nicht nur fundierte Fach- und Kundenkenntnis in Kombination mit kommunikativem und emotionalem Feingefühl voraus, sondern auch eine Analyse der Zielgruppe. Durch die Berücksichtigung von psychologischen und emotionalen Konstrukten der Konsumentenforschung im Rahmen des B2B-E-Business sowie durch die Tatsache, dass Transaktionen auch im geschäftlichen Umfeld stets von emotions- und erfahrungsgeleiteten Anwendern durchgeführt werden, ergibt sich die neue Zielgruppe der Decider and User (Entscheider und Anwender) innerhalb eines Unternehmens. Der Bereich des B2D-E-Business (Business-2-Decider and User) stellt nach diesem Verständnis eine Teilmenge des Business-2-Business dar, welche sich durch besondere Eigenschaften auszeichnet, neue Austauschbeziehungen zur Folge hat und zu Herausforderungen seitens des Anbieters bei der Gestaltung eines E-Business-Konzepts führt. E-Business stellt demnach kein einmalig implementiertes Werkzeug zur Absatzförderung dar, sondern ist als ganzheitlicher Managementansatz mit Auswirkungen auf die Gestaltung von Produkt, Kommunikation und Vertrieb sowie auf die strategische Entwicklung des Unternehmens zu verstehen. Insbesondere die Fokussierung auf das geschäftliche Umfeld und die Vermarktung eines komplexen Softwareprodukts schränken die Gültigkeit bisheriger Handlungsempfehlungen ein und führen zu neuen Herausforderungen seitens des Anbieters.

Anbieter: Orell Fuessli CH
Stand: 25.10.2020
Zum Angebot
B2B Customer Experience
39,90 CHF *
ggf. zzgl. Versand

B2B Customer Experience shows readers how to deliver the very best customer experience (often referred to as CX), within the business-to-business realm. Marketers have long known that emotions are important in driving our experiences, and the subject is now high on the agenda of B2B companies who want to deliver a 'wow' to their customers. Achieving this 'wow' factor helps organizations distinguish themselves from their competition, while simultaneously winning new business and retaining existing clients. B2B Customer Experience is the essential handbook that guides the reader through the process of creating an exceptional customer experience. Intensely practical in its approach, B2B Customer Experience is divided into five parts to walk readers through the journey of planning, mapping, structuring, implementing and controlling an effective customer experience, all bespoke for the B2B environment. Clearly argued and supported by real-world examples, this text will help readers understand critical features including the difference between customer experience, loyalty and inertia; how to use journey maps to establish strengths and weaknesses in an organization, and how to ensure that sales teams are engaged in the customer experience programme. Discussing some of the best known examples of consumer-focused customer experiences from companies such as Zappos, Nordstrom and John Lewis, B2B Customer Experience is the must-have text for any marketing professional working within a B2B environment.

Anbieter: Orell Fuessli CH
Stand: 25.10.2020
Zum Angebot
Objections
48,90 CHF *
ggf. zzgl. Versand

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: * Who you are * What you sell * How you sell * If you are new to sales or a veteran * If your sales cycle is long or short - complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount's Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what's really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. What you won't find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers' resistance. Instead, you'll learn a new psychology for turning-around objections and proven techniques that work with today's more informed, in control, and skeptical buyers. Inside the pages of Objections, you'll gain deep insight into: * How to get past the natural human fear of NO and become rejection proof * The science of resistance and why buyers throw out objections * Human influence frameworks that turn you into a master persuader * The key to avoiding embarrassing red herrings that derail sales calls * How to leverage the 'Magical Quarter of a Second' to instantly gain control of your emotions when you get hit with difficult objections * Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation * How to easily skip past reflex responses on cold calls and when prospecting * How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle * The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale * Rapid Negotiation techniques that deliver better terms and higher prices As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.

Anbieter: Orell Fuessli CH
Stand: 25.10.2020
Zum Angebot
Objections
19,00 CHF *
ggf. zzgl. Versand

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don t care or consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount s Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. What you won t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers resistance. Instead, you ll learn a new psychology for turning-around objections and proven techniques that work with today s more informed, in control, and skeptical buyers. Inside the pages of Objections, you ll gain deep insight into: How to get past the natural human fear of NO and become rejection proof The science of resistance and why buyers throw out objections Human influence frameworks that turn you into a master persuader The key to avoiding embarrassing red herrings that derail sales calls How to leverage the Magical Quarter of a Second to instantly gain control of your emotions when you get hit with difficult objections Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation How to easily skip past reflex responses on cold calls and when prospecting How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale Rapid Negotiation techniques that deliver better terms and higher prices As you dive into these powerful insights, and with each new chapter, you ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.

Anbieter: Orell Fuessli CH
Stand: 25.10.2020
Zum Angebot
Objections
20,00 CHF *
ggf. zzgl. Versand

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: * Who you are * What you sell * How you sell * If you are new to sales or a veteran * If your sales cycle is long or short - complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount's Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what's really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. What you won't find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers' resistance. Instead, you'll learn a new psychology for turning-around objections and proven techniques that work with today's more informed, in control, and skeptical buyers. Inside the pages of Objections, you'll gain deep insight into: * How to get past the natural human fear of NO and become rejection proof * The science of resistance and why buyers throw out objections * Human influence frameworks that turn you into a master persuader * The key to avoiding embarrassing red herrings that derail sales calls * How to leverage the 'Magical Quarter of a Second' to instantly gain control of your emotions when you get hit with difficult objections * Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation * How to easily skip past reflex responses on cold calls and when prospecting * How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle * The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale * Rapid Negotiation techniques that deliver better terms and higher prices As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.

Anbieter: Orell Fuessli CH
Stand: 25.10.2020
Zum Angebot
Potentiale und Grenzen des E-Business bei kompl...
38,00 € *
ggf. zzgl. Versand

Im Rahmen der Vermarktung von Produkten gewinnt das Internet zunehmend an Bedeutung. Sowohl seitens des Anbieters als auch des Nachfragers dient es als Mittel zur Senkung der Kosten und zur Vereinfachung von Prozessen. Hierzu zählen beispielsweise die Verringerung von Such- und Informationskosten (ex-ante Transaktionskosten), die Auftragsabwicklung, das Angebot eines Online-Supports sowie online-gestütztes After-Sales-Marketing (ex-post Transaktionskosten). Die örtliche und zeitliche Unabhängigkeit der Beteiligten beim Zugriff auf die elektronische Handelsplattform führt zudem zu einer Erweiterung der potentiellen Kundenbasis. Ziel der Implementierung des E-Business in die unternehmenseigenen Geschäftsabläufe liegt nicht bloß in der Reduzierung der anbieterseitigen Kosten, sondern primär in der Schaffung eines Mehrwerts für den Kunden. Da sich E-Business nicht als einzelnes Werkzeug in die Unternehmensstruktur integrieren lässt, sondern weitreichende Auswirkungen auf viele Unternehmensbereiche hat, zeigen sich Potenziale und Grenzen des elektronischen Geschäftsverkehrs erst bei der Betrachtung des Unternehmens aus unterschiedlichen Perspektiven. Um die Einführung einer Softwareanwendung zur Abwicklung des Warenversands im elektronischen Verbrauchsteuersystem EMCS vorzubereiten, wird Software auf Basis theoretischer Grundlagen und aktueller Trends als digitales Produkt definiert und die Notwendigkeit zur Anreicherung des reinen Produkts mit nutzenstiftenden und kundenorientierten value-added Services sowie zur Bereitstellung von Möglichkeiten der Customization erläutert. Die erfolgreiche Einführung des E-Business in einem Unternehmen setzt nicht nur fundierte Fach- und Kundenkenntnis in Kombination mit kommunikativem und emotionalem Feingefühl voraus, sondern auch eine Analyse der Zielgruppe. Durch die Berücksichtigung von psychologischen und emotionalen Konstrukten der Konsumentenforschung im Rahmen des B2B-E-Business sowie durch die Tatsache, dass Transaktionen auch im geschäftlichen Umfeld stets von emotions- und erfahrungsgeleiteten Anwendern durchgeführt werden, ergibt sich die neue Zielgruppe der Decider and User (Entscheider und Anwender) innerhalb eines Unternehmens. Der Bereich des B2D-E-Business (Business-2-Decider and User) stellt nach diesem Verständnis eine Teilmenge des Business-2-Business dar, welche sich durch besondere Eigenschaften auszeichnet, neue Austauschbeziehungen zur Folge hat und zu Herausforderungen seitens des Anbieters bei der Gestaltung eines E-Business-Konzepts führt. E-Business stellt demnach kein einmalig implementiertes Werkzeug zur Absatzförderung dar, sondern ist als ganzheitlicher Managementansatz mit Auswirkungen auf die Gestaltung von Produkt, Kommunikation und Vertrieb sowie auf die strategische Entwicklung des Unternehmens zu verstehen. Insbesondere die Fokussierung auf das geschäftliche Umfeld und die Vermarktung eines komplexen Softwareprodukts schränken die Gültigkeit bisheriger Handlungsempfehlungen ein und führen zu neuen Herausforderungen seitens des Anbieters.

Anbieter: Thalia AT
Stand: 25.10.2020
Zum Angebot
B2B Customer Experience
24,99 € *
ggf. zzgl. Versand

B2B Customer Experience shows readers how to deliver the very best customer experience (often referred to as CX), within the business-to-business realm. Marketers have long known that emotions are important in driving our experiences, and the subject is now high on the agenda of B2B companies who want to deliver a 'wow' to their customers. Achieving this 'wow' factor helps organizations distinguish themselves from their competition, while simultaneously winning new business and retaining existing clients. B2B Customer Experience is the essential handbook that guides the reader through the process of creating an exceptional customer experience. Intensely practical in its approach, B2B Customer Experience is divided into five parts to walk readers through the journey of planning, mapping, structuring, implementing and controlling an effective customer experience, all bespoke for the B2B environment. Clearly argued and supported by real-world examples, this text will help readers understand critical features including the difference between customer experience, loyalty and inertia; how to use journey maps to establish strengths and weaknesses in an organization, and how to ensure that sales teams are engaged in the customer experience programme. Discussing some of the best known examples of consumer-focused customer experiences from companies such as Zappos, Nordstrom and John Lewis, B2B Customer Experience is the must-have text for any marketing professional working within a B2B environment.

Anbieter: Thalia AT
Stand: 25.10.2020
Zum Angebot