by Klaus-J. Fink · Gabler, Betriebswirt.-Vlg · tapa blanda · ISBN 9783834911445
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«Empfehlungsmarketing: Königsweg der Neukundengewinnung» is Klaus-J. Fink's referral marketing guide, published by Gabler in paperback.
The work explains how to use customer recommendations as a way to acquire new business contacts: when it is appropriate to ask for references, how to overcome salespeople's reluctance to request them, how to handle customer objections, and how to turn each suggestion into a sales appointment or meeting. It is a practical, clear guide aimed at immediate application.
Fourth revised and expanded edition, published in 2008 by Gabler, Betriebswirt.-Vlg. 167 pages, text in German.
Intended for salespeople, sales representatives and entrepreneurs who want to gain customers through word of mouth or with limited marketing budgets.
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