Topp presteraren 2012
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Transcript of Topp presteraren 2012
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LÅG HÖG
HÖG
Källa: Peter Kraljic
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Product selling
Solution selling
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Transaktion ”vinna affären”
Relation ”utveckla relationen”
Lågt
fö
rvän
tat
mer
värd
e H
ögt fö
rväntat m
ervärde
Mot
Motvillig
Mottaglig
Lojal
Prestation Information Råd Beslut
Copyright: Mercuri International
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Transaktion ”vinna affären”
Relation ”utveckla relationen”
Lågt
fö
rvän
tat
mer
värd
e H
ögt fö
rväntat m
ervärde
Mot
Motvillig
Mottaglig
Lojal
Prestation Information Råd Beslut
Consultative selling selling
Assertive
Expertise selling
Relational selling
Copyright: Mercuri International
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A
P
P
E
A
L
Copyright: Mercuri International
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C
A
I
D
S
Copyright: Mercuri International
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Copyright: Elixir Conceil
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