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035   $a(DE-He213)978-1-137-52677-9
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100   $a20160801d2016      u|             0
101 0 $aeng
135   $aur|n|---|||||
181   $ctxt$2rdacontent
182   $cc$2rdamedia
183   $acr$2rdacarrier
200 14$aThe Co-Creation Edge$b[electronic resource] $eHarnessing Big Data to Transform Sales and Procurement for Business Innovation /$fby Francis Gouillart, Bernard Quancard
205   $a1st ed. 2016.
210  1$aNew York :$cPalgrave Macmillan US :$cImprint: Palgrave Macmillan,$d2016.
215   $a1 online resource (190 p.)
300   $aDescription based upon print version of record.
311   $a1-137-52675-0 
330   $aRapid changes in business along with better informed customers threaten the traditional sales and procurement process. Thousands of sales and procurement people are threatened with extinction, yet all is not destined to be doom and gloom. A new way of partnering between these two roles can, in fact, create significant value for both organizations. Sales and procurement professionals have a bright future ahead of them if they can respond to six trends that the authors have identified in the business-to-business world. Each trend offers an opportunity to develop a new skill for sales and procurement professionals and adopt a new practice. Because these practices are not yet widely adopted as ?best practices?, the authors coin them ?next practices.? These trends include: working together to solve complex problems; organizing problem-solving networks across company boundaries; creating processes for live cross-company engagement; facilitating data driven, cross-company interactions fed by digital platforms; providing new personal experiences for individuals and lastly (and most importantly) creating new sources of value for firms. If these trends are adopted by organizations, the ability to co-create means providing significant value to both the sales management team at the supplier and the purchasing management team at the customer. With the alternative being that these job functions will be replaced by web-based or channel-based alternatives that will do most of what they do today at a fraction of the cost. Increasingly, there is no middle ground anymore. SAMs and senior buyers will either evolve into high value-added sales and procurement professionals, or disappear. .
606   $aIndustrial procurement
606   $aBusiness logistics
606   $aProcurement$3https://scigraph.springernature.com/ontologies/product-market-codes/519040
606   $aSupply Chain Management$3https://scigraph.springernature.com/ontologies/product-market-codes/519030
615  0$aIndustrial procurement.
615  0$aBusiness logistics.
615 14$aProcurement.
615 24$aSupply Chain Management.
676   $a658.4033
700   $aGouillart$b Francis$4aut$4http://id.loc.gov/vocabulary/relators/aut$0116370
702   $aQuancard$b Bernard$4aut$4http://id.loc.gov/vocabulary/relators/aut
906   $aBOOK
912   $a9910254950503321
996   $aThe Co-Creation Edge$92212285
997   $aUNINA