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Positionierung

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Die 7 Disziplinen im Sales-Management

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Zusammenfassung

Die zunehmende Anzahl an Vertriebsmodellen und -methoden hat einen Grund: das durchschnittliche Alter eines Unternehmens im Top-500-Index von Standard & Poor’s ist von einundsechzig im Jahr 1957 auf heute achtzehn Jahre gesunken. Die Logik des Wettbewerbsvorteils der kreativen Wirtschaft wandelt sich: Exzellente Ideen haben ein immer kürzeres Haltbarkeitsdatum und erweisen sich in ihrer Flüchtigkeit als unternehmerische „Mausefalle“. Nach McKinsey ist einer der vier Megatrends in Vertriebsorganisationen, schnell zu lernen, statt lange zu planen. Neue Salesmodelle kann man als Ergebnis dieses Marktwandels verstehen. Sie helfen ein Unternehmen und ihre Vertriebsmitarbeiter im Markt zu positionieren, sei es um Inhalte und Werte besser zu verargumentieren oder sei es Kunden besser zu verstehen und nachhaltigere Beziehungen aufzubauen. Der richtig angewandte Mix dieser Vorgehensweisen beinhaltet die vierte Disziplin.

Unser Geschäftsmodell sind die Ideen und nicht das Geld.

(David Rothschild)

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Authors and Affiliations

  1. München, Deutschland

    Nikolaus A. Rauch

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  1. Nikolaus A. Rauch
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Correspondence to Nikolaus A. Rauch .

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Rauch, N. (2016). Positionierung. In: Die 7 Disziplinen im Sales-Management. Springer Gabler, Wiesbaden. https://doi.org/10.1007/978-3-658-04232-5_4

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  • DOI: https://doi.org/10.1007/978-3-658-04232-5_4

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