{
  "title": "Hilft Zuhören beim Verkaufen?",
  "url": "https://www.shr.swiss/blog/ecouter-le-client-fait-il-vendre-de",
  "language": "de",
  "datePublished": "2025-09-17",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Absichten, keine Käufe.",
  "section": "Forschung",
  "topic": "High-Value Sales",
  "place": {
    "name": "Lausanne",
    "region": "Vaud",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "Die Forschung",
      "point": "Ramsey und Sohi (1997, JAMS): Wahrgenommenes Zuhören stärkt Vertrauen und Kaufabsicht.."
    },
    {
      "heading": "Die Grenze",
      "point": "Absichten, keine Käufe."
    },
    {
      "heading": "Überprüfbare Praxis in Lausanne",
      "point": "Am Ende den Hauptbedarf zusammenfassen und prüfen lassen."
    }
  ],
  "sources": [
    {
      "authors": "Ramsey und Sohi",
      "year": "1997",
      "source": "JAMS"
    }
  ],
  "wordCount": 59,
  "image": "https://www.shr.swiss/img/blog-editorial-2025-09-17-de.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/ecouter-le-client-fait-il-vendre",
    "en": "https://www.shr.swiss/blog/ecouter-le-client-fait-il-vendre-en",
    "de": "https://www.shr.swiss/blog/ecouter-le-client-fait-il-vendre-de",
    "it": "https://www.shr.swiss/blog/ecouter-le-client-fait-il-vendre-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/vente-forte-valeur/lausanne",
    "city": "https://www.shr.swiss/formations-ville/lausanne",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}