Modern Customer – the PHANTOM

Customers on the Run: How Sales must Respond to Radically New Buying Behavior

AvLivia Rainsberger

Inbunden, Engelska, 2023

927 kr

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Häftad

671 kr

Beskrivning

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.

Produktinformation

Utgivningsdatum:2023-02-16
Mått:168 x 240 x 21 mm
Vikt:657 g
Format:Inbunden
Språk:Engelska
Antal sidor:259
Förlag:Springer Fachmedien Wiesbaden
ISBN:9783658391959
Originaltitel:Der moderne Kunde – das PHANTOM

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Mer om författaren

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.

Innehållsförteckning

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.