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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.
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.
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.
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.
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 |
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.
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.
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 |