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Preissetzungskompetenz im Verkaufsaußendienst – Delegation um jeden Preis?

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Führung von Vertriebsorganisationen

Part of the book series: Edition Sales Excellence ((ESE))

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Zusammenfassung

Manfred Krafft und Sandra Hake diskutieren die Vorteilhaftigkeit der Delegation von Preissetzungskompetenz an den Verkaufsaußendienst. Mithilfe einer Abwägung von Pro und Kontra identifizieren sie Determinanten einer erfolgreichen Delegation von Preissetzungskompetenz.

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Author information

Authors and Affiliations

  1. Westfälische Wilhelms-Universität Münster, Münster, Deutschland

    Manfred Krafft

  2. Düsseldorf, Deutschland

    Sandra Hake

Authors
  1. Manfred Krafft
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  2. Sandra Hake
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Corresponding author

Correspondence to Manfred Krafft .

Editor information

Editors and Affiliations

  1. Nordakademie Hochschule der Wirtschaft, Elmshorn, Germany

    Lars Binckebanck

  2. HSBA - Hamburg School of Business Administration, Hamburg, Germany

    Ann-Kristin Hölter

  3. Vertriebsentwicklung mit Kultur, Lübeck, Germany

    Alexander Tiffert

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Krafft, M., Hake, S. (2020). Preissetzungskompetenz im Verkaufsaußendienst – Delegation um jeden Preis?. In: Binckebanck, L., Hölter, AK., Tiffert, A. (eds) Führung von Vertriebsorganisationen. Edition Sales Excellence. Springer Gabler, Wiesbaden. https://doi.org/10.1007/978-3-658-26727-8_23

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  • DOI: https://doi.org/10.1007/978-3-658-26727-8_23

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  • Publisher Name: Springer Gabler, Wiesbaden

  • Print ISBN: 978-3-658-26726-1

  • Online ISBN: 978-3-658-26727-8

  • eBook Packages: Business and Economics (German Language)

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