Rainsberger, LiviaUnknown
Springer (Wiesbaden, 2023) (eng) English9783658388874UnknownUnknownSALES MANAGEMENT;SALES MANAGEMENT--DATA PROCESSING;UnknownThis book is a practical guide to the digital transformation of sales organizations. In 21 steps, it provides an overview of the state of the art of technologies and digital sales tools and creates an understanding of what the digitization of sales is really about. The primary driver of digitization is the modern customer, and it is important to always keep him in mind throughout the entire sales strategy. The sole use of technologies and the pure digitization of processes are not enough to make an organization fit for the challenges of the modern business world. All tools and processes from positioning to customer management are explained in detail in this book and illustrated with concrete examples. What do chatbots do, what are virtual and augmented reality suitable for, and what is the benefit of rapid prototyping? Which sales activities can be supported by digitalization? The author provides answers to these and many other questionsand shows how sales managers can make themselves fit for the future. With concrete tips and numerous implementation aids.
1.Understanding Digital Transformation: Trends, developments, drivers, influence, impact
2.Sales technology and tools: Technology trap, digital sales tools
3.Strategy: sales models, sales organization
4.Conception: positioning, value proposition, digital customer profile, customer acquisition
5.Implementation: technology selection, competence building in the organization, technology and the human factor.