Ntiz für den Interviewer: Die Interviewte sollte erkannt haben, dass der Vertrieb das Problem ist. Sie sollte versuchen zu ergründen, ob es eine granularere Aufstellung über den Vertrieb gibt. Falls die Interviewte nicht weiterkommt, kannst Du sie bspw. fragen: "Gibt es ggf. bestimmte Aspekte, welche Sie für betrachtenswert halten?"
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Mit Blick auf die Tabelle 1 lässt sich erkennen, dass 2015 für alle Produkte das Volumen eingebrochen ist. Gleichzeitig lässt sich beobachten, dass die Einnahmen stärker sinken als die Kosten, sodass weniger Gewinne zu erwarten sind. Auf Basis dessen liegt es Nahe, dass beim Vertrieb das Problem sein muss, denn dieser ist für die Kundengewinnung sowie den Verkauf der Produkte zuständig.
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