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Whether you're pitching your services to a new account, presentinga formal report to top management, speaking before yourprofessional association or even your town council, PresentationsPlus, Second Edition is packed with all the strategies, guidelines,and principles you'll ever need to present, persuade, and win.","brand":"WoB","offers":[{"title":"US \/ WELL_READ \/ SBYB","offer_id":50355862929681,"sku":"CIN0471559261A","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ GOOD \/ SBYB","offer_id":50355867091217,"sku":"CIN0471559261G","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ NEW \/ INGRAM","offer_id":51002750828817,"sku":"NIN9780471559269","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ NEW \/ INGRAM","offer_id":52147883933969,"sku":"NLS9780471559269","price":0.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/0471559261.jpg?v=1773312207"},{"product_id":"presentations-plus-book-david-a-peoples-9780471631033","title":"Presentations Plus","description":"\"Presentations Plus\" shows how to give effective, interesting presentations based on techniques developed in the author's thirty years of marketing and training experience. 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Haben Sie schon einmal überlegt, ob soviel Aufwand wirklich nötig ist? Tatsache ist, daß die meisten von uns sich an die falsche Adresse wenden. Wir bleiben im Unternehmen des Kunden bei Ansprech­ partnern auf den \"unteren Etagen\" stecken und dringen nicht zu den tatsächlichen Entscheidungsträgern vor. Wir lassen uns abblok­ ken, vertrösten und erfahren oft nicht, warum und von wem unser Angebot abgelehnt wurde, denn die wirklichen Entscheidungsträ­ ger sitzen nicht dort, wo wir unsere ausgefeilten Angebote abge­ ben. In diesem Buch möchte ich Ihnen zeigen, welche Vorteile sich für Sie ergeben, wenn Sie an die tatsächlichen Entscheidungsträger herantreten, den Kontakt also direkt an der Spitze knüpfen. Sie erfahren, wie Sie die Entscheider im Buying Center ermitteln und durch Präzisionsmarketing - statt durch Verkauf an die Masse- bessere Geschäfte machen. Sie werden auch lernen, warum Kun­ den kaufen, welche Kriterien bei Kaufentscheidungen eine Rolle spielen, und wann es vernünftiger ist, den Schauplatz zu verlassen. Was ich Ihnen in diesem Buch nicht vermitteln möchte, ist Ver­ kaufsgewandtheit - die besitzen Sie bereits. Mir geht es darum, Sie beim Aufbau von Beziehungen und Partnerschaften anzuleiten und Ihnen zu zeigen, wie Sie sich Respekt und Vertrauen Ihres Kunden verdienen können. 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