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[null,"1.","Record Nr.",null,"UNINA9910637716903321"]
[null,null,"Autore",null,"Rainsberger Livia"]
[null,null,"Titolo",null,"Digital transformation in sales : how to turn a buzzword into real sales practice - a 21-step guide. / / Livia Rainsberger"]
[null,null,"Pubbl/distr/stampa",null,"Wiesbaden, Germany : , : Springer, , [2023]"]
[{"$nulls":4},"©2023"]
[null,null,"ISBN",null,"9783658388874"]
[{"$nulls":4},"9783658388867"]
[null,null,"Descrizione fisica",null,"1 online resource (288 pages)"]
[null,null,"Disciplina",null,"635"]
[null,null,"Soggetti",null,"Sales management"]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Nota di bibliografia","Includes bibliographical references."]
[null,null,"Nota di contenuto",null,"Intro -- The Spirit of Digitalization -- Never So Easy and Never So Difficult -- Another Book on Digitalization? -- And What About Technology? -- Not Amazon, Facebook, Apple, and Uber Again … -- Is This Guide for Me? -- Contents -- About the Author -- Abbreviations -- 1: Digital Transformation in Sales, WHY Actually? -- 1.1  Sales Changing -- 1.1.1  Top Trends in Customer Behavior -- 1.1.2  Top Trends in Sales Technology -- 1.1.3  Top Trends in Sales Approaches and Models -- 1.1.4  Top Trends in Customer Behavior, Triggered by COVID-19 -- 1.2  The Drivers of the Digital Transformation in Sales -- 1.2.1  Market -- 1.2.2  Technology -- 1.2.3  Customer -- References -- 2: Digital Sales Transformation: WHAT Is It Really? -- 2.1  Digitalization in Sales: What Many Talk About and Few Really Understand -- 2.2  The Well-Kept Secret of Sales Organizations -- 2.3  Digital Transformation in Sales: What Is It Really All About -- References -- 3: 7W Strategy for Digital Transformation in Sales: HOW Do We Close the Gaps? -- 3.1  WHAT: Value Proposition -- 3.1.1  Customer Benefit -- 3.1.2  USP: Unique Selling Proposition -- 3.1.3  Trust Position -- 3.2  WHOM: Addressing -- 3.2.1  Target Customer -- 3.2.2  Target Markets -- 3.2.3  Relationship -- 3.3  WHEREBY: Approach -- 3.3.1  Sales Model -- 3.3.2  Sales Channels -- 3.3.3  Sales Process -- 3.4  WHY: Strategy -- 3.4.1  Market Position -- 3.4.2  Differentiation -- 3.4.3  Strategic Goals -- 3.5  WHERE: Positioning -- 3.5.1  Presence -- 3.5.2  Platforms -- 3.5.3  Networks -- 3.6  WHICH: Activities -- 3.6.1  Marketing -- 3.6.2  Sales -- 3.6.3  Performance -- 3.7  WHEREWITH: Resources -- 3.7.1  Organization -- 3.7.2  "]
[{"$nulls":4},"Technology -- 3.7.3  Partner -- 3.8  Development Process: From Thinking to Doing -- 3.8.1  Guidance for Change -- 3.8.2  Step by Step, but Not Successive -- 3.8.3  The Right Balance."]
[{"$nulls":4},"3.8.4  Keeping Customers in View -- 3.8.5  Productivity and Efficiency follows Growth and Innovation -- 3.8.6  The Right Management Attitude -- 3.8.7  Do Consultants Know It Better? -- 3.9  Implementation Process: From Knowledge to Action -- 3.9.1  The Journey from Flipchart into Reality: Closing the Gap Between Knowledge and Action -- 3.9.2  A Strategy Can Only Be as Good as its Implementation Plan -- 3.9.3  Success Factors -- References -- 4: Sales Technology: An Ocean of Possibilities -- 4.1  The Technology Perspective -- 4.1.1  3D Visualization -- 4.1.2  Rapid Prototyping and 3D Printing -- 4.1.3  M2M and IoT -- 4.1.4  Wearables -- 4.1.5  Video -- 4.1.6  Collaboration -- 4.1.7  Artificial Intelligence -- 4.1.8  Chatbots -- 4.1.9  Augmented Reality -- 4.1.10  Virtual Reality -- 4.1.11  Big Data &amp -- Analytics -- 4.1.12  Cloud Computing -- 4.1.13  Social Technology -- 4.1.14  Mobile Computing -- 4.2  The Sales Process Perspective -- 4.2.1  Lead Generation -- 4.2.2  Quotation and Sales -- 4.2.3  Order Management -- 4.2.4  Implementation -- 4.2.5  Customer Development -- 4.2.6  Customer Communication -- 4.2.7  Positioning in the Digital Space -- 4.2.8  Sales Efficiency -- 4.2.9  Sales Performance Management -- 4.3  The Tool Perspective -- 4.3.1  CRM -- 4.3.2  Sales Acceleration -- 4.3.3  Sales Enablement -- 4.3.4  Sales Automation -- 4.3.5  Sales Analytics -- 4.3.6  Customer Communication -- 4.3.7  Lead Generation -- 4.3.8  Sales Intelligence -- 4.3.9  Customer Service -- 4.3.10  Account Based Marketing -- References -- 5: Outlook: There Is No Way Back -- Closing Words: How Come…?."]