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[null,"1.","Record Nr.",null,"UNINA9910595030003321"]
[null,null,"Autore",null,"Rainsberger Livia"]
[null,null,"Titolo",null,"AI - the new intelligence in sales : tools, applications and potentials of Artificial Intelligence / / Livia Rainsberger"]
[null,null,"Pubbl/distr/stampa",null,"Wiesbaden, Germany : , : Springer, , [2022]"]
[{"$nulls":4},"©2022"]
[null,null,"ISBN",null,"3-658-38251-1"]
[null,null,"Descrizione fisica",null,"1 online resource (180 pages)"]
[null,null,"Disciplina",null,"016.403"]
[null,null,"Soggetti",null,"Artificial intelligence"]
[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 and index."]
[null,null,"Nota di contenuto",null,"Intro -- A Journey into the AI World -- AI Is Already Here -- We Just Don't Know -- How Does It Do It? -- What You Can Expect -- Who Is the Book Aimed at? -- Contents -- About the Author -- Abbreviations -- 1: Explanation: What Is New and Different About AI? -- 1.1  Why Now? -- 1.2  Why Not in SMEs? -- 1.3  ANI, AGI, ASI: The Terms Behind the AI Myth -- 1.4  ANI: The Weak but only AI -- 1.4.1  Symbolic AI -- 1.4.2  Machine Learning -- 1.4.3  Deep Learning -- 1.5  How Do Algorithms Learn? -- References -- 2: Benefits: What AI Can Do for Sales -- 2.1  AI: Capabilities and Limitations -- 2.2  AI: The Solution for the High Volume of Data in Sales -- 2.3  Advantages of AI for the Sales Department -- 2.4  AI Analysis Capabilities -- 2.5  From the AI Revolution to the Sales Revolution -- 2.5.1  Efficiency: Increasing Sales Productivity and Performance -- 2.5.2  Effectiveness: Patterns of Success to Enhance Performance -- 2.5.3  Competence: Conservation and Transfer of Know-How -- 2.5.4  Strategy: Potentials for Strategic Sales Management -- References -- 3: Relevance: How AI Supports the Sales Process -- 3.1  Lead -- 3.2  Deal -- 3.3  Processing -- 3.4  Development -- 4: Practice: AI Tools and Their Application Possibilities -- 4.1  Call Center Intelligence -- Areas of Application -- 4.2  Sales Analytics -- Areas of Application -- 4.3  Price Intelligence -- Areas of Application -- 4.4  Product Configuration Intelligence -- Areas of Application -- 4.5  Pipeline Management Intelligence -- Areas of Application -- 4.6  Quote Generation Intelligence -- Areas of Application -- 4.7  Communication Intelligence -- Areas of Application -- 4.8  Contract Lifecycle Management -- Areas of Application -- 4.9  Sales Enablement -- Areas of Application -- 4.10  "]
[{"$nulls":4},"Forecast Intelligence -- Areas of Application -- 4.11  Sales Automation -- Areas of Application."]
[{"$nulls":4},"4.12  Social Media Intelligence -- Areas of Application -- 4.13  Sales Coaching Intelligence -- Areas of Application -- 4.14  Sales Efficiency -- Areas of Application -- 4.15  Sales Management Intelligence -- Areas of Application -- 4.16  Inside Sales Intelligence -- Areas of Application -- 4.17  Customer Relationship Management Intelligence -- Areas of Application -- 4.18  Conversational Intelligence -- Areas of Application -- 4.19  Lead Intelligence -- Areas of Application -- 4.20  Sales Prospecting Intelligence -- Areas of Application -- References -- 5: Looking to the Future: How AI Will Change the Sales Role -- 5.1  Will AI Replace the Salesperson? -- 5.2  How AI Will Influence the Sales of Tomorrow -- 5.3  How AI Is Reshaping Customer Needs and Expectations -- References -- 6: What to Do: Recommendations for Action for Sales Organizations -- 6.1  Creating the Right Perspective -- 6.1.1  The True Potential of AI Lies in Business Expansion and Revenue Gains -- 6.1.2  AI Changes Go-to-Market Strategies and Sales Models -- 6.1.3  The Transformation of Business Processes and the Customer Are in the Foreground -- 6.1.4  AI as a Strategic Sales Resource -- 6.2  Developing an AI Strategy -- 6.2.1  Evaluation of AI Potential: What Can AI Do and How Does It Influence the Market Environment? -- 6.2.2  Strategy Evaluation: Is the Sales Strategy Up to Date? -- 6.2.3  AI Priorities and Objectives: How Can AI Support the Implementation of the Sales Strategy? -- 6.2.4  Prerequisites: Are the Requirements for the Implementation of AI Fulfilled? -- 6.2.5  Implementation: What Is the Implementation Plan? -- 6.2.6  Change Management: What Changes Does the Strategy Entail? -- 6.3  Promoting Acceptance Among Employees -- 6.4  Developing AI Projects in Sales -- 6.4.1  Customer Perspective -- 6.4.2  Sales Perspective -- 6.5  Creating Conditions."]
[{"$nulls":4},"6.5.1  Budget and Resources -- Budget -- Allocation of Resources -- 6.5.2  Technology Access -- Evaluate and Implement External AI Tools -- Develop AI Applications Internally -- AI Is Not Just Software -- 6.5.3  Infrastructure -- 6.5.4  Processes -- 6.5.5  Data Ecosystem -- 6.5.6  Ethics and Regulations -- 6.5.7  Skills and Competences -- CONCLUSION: The Implementation of AI Is a Serious Matter -- 6.6  Ensuring the Success of the First AI Project -- 6.6.1  Five Success Factors of the First AI Project -- 6.6.2  Three Implementation Traps to Avoid in Your First AI Project -- References -- Conclusion: The New Intelligence -- References."]
[null,"2.","Record Nr.",null,"UNINA9910716944403321"]
[null,null,"Titolo",null,"Counterfeit pills fact sheet : fake prescription pills, widely available, increasingly lethal"]
[null,null,"Pubbl/distr/stampa",null,"[Washington, D.C.] : , : Department of Justice, Drug Enforcement Administration, , [2021]"]
[null,null,"Descrizione fisica",null,"1 online resource (1 unnumbered page) : color illustrations"]
[null,null,"Soggetti",null,"Product counterfeiting - United States"]
[{"$nulls":4},"Fentanyl - United States"]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","At head of title: \"One pill can kill.\""]