business marketing management w biemans 7e druk samenvatting hoofdstuk 6
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Saxion Hogeschool (Saxion)
Bouwtechnische Bedrijfskunde
Business Marketing Management
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Samenvatting
Business marketing management H6
Wim Biemans 7e druk
Inhoudsopgave
6 Managen van het klantencontact ............................................................................................................................... 2
6.1 Keuze tussen direct en indirect klantcontact.................................................................................................................................................. 2
6.2 Direct klantencontact: Persoonlijke verkoop.................................................................................................................................................. 2
6.2.1 De taken van een verkoper .................................................................................................................................................................... 2
6.2.2 Verkoopbenaderingen ........................................................................................................................................................................... 3
6.2.3 Ethische dilemma’s................................................................................................................................................................................ 3
6.2.4 Verkoopmanagement............................................................................................................................................................................ 3
6.3 Direct klantcontact: catologi, internet en customer contact centers ............................................................................................................. 3
6.4 Indirecte klantcontact via distributiepartners ................................................................................................................................................ 4
6.5 Ontwerpen van een distributiesysteem ......................................................................................................................................................... 4
6.6 Management van een distributiesysteem ...................................................................................................................................................... 5
6.7 Fysieke distributie .......................................................................................................................................................................................... 5
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