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The Modern Customer - the PHANTOM
Customers on the Run: How Sales must Respond to Radically New Buying Behavior
Taschenbuch von Livia Rainsberger
Sprache: Englisch

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Beschreibung
This book shows how companies can - and must - adapt their sales strategies and processes to changing customer expectations in times of digital transformation and markets volatility. How can sales address, win and retain the modern customer, an intangible PHANTOM in the digital space?
The digital world is characterized by eagerness, ease and enthusiasm. Nowadays, people have unlimited and instant access to manifold information and thus they believe to be knowledgeable, autonomous and independent. As customers, they actively elude traditional sales and marketing on their way to a buying decision - in B2C and B2B alike. To reach these modern customers, companies must synchronize their sales approaches with their customers' decision-making processes and rethink selling. In this context, the author offers a wealth of suggestions with examples and provocative theses.

A stirring and inspiring book for anyone interested in state-of-the-art sales and marketing: sales management and staff or entrepreneurs and start-ups.
This book shows how companies can - and must - adapt their sales strategies and processes to changing customer expectations in times of digital transformation and markets volatility. How can sales address, win and retain the modern customer, an intangible PHANTOM in the digital space?
The digital world is characterized by eagerness, ease and enthusiasm. Nowadays, people have unlimited and instant access to manifold information and thus they believe to be knowledgeable, autonomous and independent. As customers, they actively elude traditional sales and marketing on their way to a buying decision - in B2C and B2B alike. To reach these modern customers, companies must synchronize their sales approaches with their customers' decision-making processes and rethink selling. In this context, the author offers a wealth of suggestions with examples and provocative theses.

A stirring and inspiring book for anyone interested in state-of-the-art sales and marketing: sales management and staff or entrepreneurs and start-ups.
Über den Autor

Livia Rainsberger, founder of the sales consulting company WISSENCE, is helping companies to master the digital transformation of their sales organizations, both at national and international level, in B2B and B2C alike. Her books "AI - the new intelligence in sales" (2021) and "Digital transformation in sales" (2021) have too been published by Springer Gabler.

Inhaltsverzeichnis

The 3E world: enthusiasm, rush, simplicity.- The 3I person: incognito, informed, independent.- The new B2B customer, the PHANTOM: passionate, highly informed, autonomous, benefit-oriented, terrorised, opportune, mobile.- The (un)conscious motives of the new B2B customer: Characteristics, behaviour, needs and expectations.- Realigning sales to the modern customer: Positioning and offering, sales models and processes, customer approach and acquisition.

Details
Erscheinungsjahr: 2024
Fachbereich: Management
Genre: Recht, Sozialwissenschaften, Wirtschaft
Rubrik: Recht & Wirtschaft
Medium: Taschenbuch
Inhalt: xxiii
259 S.
4 s/w Illustr.
34 farbige Illustr.
259 p. 38 illus.
34 illus. in color.
ISBN-13: 9783658391980
ISBN-10: 3658391987
Sprache: Englisch
Einband: Kartoniert / Broschiert
Autor: Rainsberger, Livia
Auflage: 1st edition 2023
Hersteller: Springer Fachmedien Wiesbaden
Springer Fachmedien Wiesbaden GmbH
Verantwortliche Person für die EU: Springer Verlag GmbH, Tiergartenstr. 17, D-69121 Heidelberg, juergen.hartmann@springer.com
Maße: 240 x 168 x 16 mm
Von/Mit: Livia Rainsberger
Erscheinungsdatum: 17.02.2024
Gewicht: 0,481 kg
Artikel-ID: 128385727
Über den Autor

Livia Rainsberger, founder of the sales consulting company WISSENCE, is helping companies to master the digital transformation of their sales organizations, both at national and international level, in B2B and B2C alike. Her books "AI - the new intelligence in sales" (2021) and "Digital transformation in sales" (2021) have too been published by Springer Gabler.

Inhaltsverzeichnis

The 3E world: enthusiasm, rush, simplicity.- The 3I person: incognito, informed, independent.- The new B2B customer, the PHANTOM: passionate, highly informed, autonomous, benefit-oriented, terrorised, opportune, mobile.- The (un)conscious motives of the new B2B customer: Characteristics, behaviour, needs and expectations.- Realigning sales to the modern customer: Positioning and offering, sales models and processes, customer approach and acquisition.

Details
Erscheinungsjahr: 2024
Fachbereich: Management
Genre: Recht, Sozialwissenschaften, Wirtschaft
Rubrik: Recht & Wirtschaft
Medium: Taschenbuch
Inhalt: xxiii
259 S.
4 s/w Illustr.
34 farbige Illustr.
259 p. 38 illus.
34 illus. in color.
ISBN-13: 9783658391980
ISBN-10: 3658391987
Sprache: Englisch
Einband: Kartoniert / Broschiert
Autor: Rainsberger, Livia
Auflage: 1st edition 2023
Hersteller: Springer Fachmedien Wiesbaden
Springer Fachmedien Wiesbaden GmbH
Verantwortliche Person für die EU: Springer Verlag GmbH, Tiergartenstr. 17, D-69121 Heidelberg, juergen.hartmann@springer.com
Maße: 240 x 168 x 16 mm
Von/Mit: Livia Rainsberger
Erscheinungsdatum: 17.02.2024
Gewicht: 0,481 kg
Artikel-ID: 128385727
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