Logo des Repositoriums
 

Digital value selling: Status quo and opportunities

Kurzanzeige
dc.contributor.authorSchmäh, Marco
dc.contributor.authorGutsche, Jörg
dc.contributor.editorRossmann, Alexander
dc.contributor.editorZimmermann, Alfred
dc.date.accessioned2017-06-08T07:25:16Z
dc.date.available2017-06-08T07:25:16Z
dc.date.issued2017
dc.description.abstractDigitization will require companies to fundamentally reengineer their sales processes. Adapting the concept of value selling to the digital age will enable them to deliver superior value to their customers. Specifically, social selling will provide them with an answer to the ever-increasing complexity of customer journeys. This article, based on a survey among 235 German companies, assesses the status quo and outlines opportunities. Moreover, it introduces a novel approach for developing well-grounded social selling metrics.
dc.identifier.isbn978-3-88579-666-4
dc.identifier.pissn1617-5468
dc.language.isoen
dc.publisherGesellschaft für Informatik, Bonn
dc.relation.ispartofDigital Enterprise Computing (DEC 2017)
dc.relation.ispartofseriesLecture Notes in Informatics (LNI) - Proceedings, Volume P-272
dc.subjectvalue based selling
dc.subjectcustomer experience
dc.subjectvalue to customer
dc.subjectdigital value selling
dc.subjectsocial selling
dc.subjectsocial selling metrics
dc.subjectLinkedIn’s Social Selling Index
dc.titleDigital value selling: Status quo and opportunities
gi.citation.endPage182
gi.citation.startPage171
gi.conference.dateJuly 11-12, 2017
gi.conference.locationBöblingen

Dateien

Originalbündel
1 - 1 von 1
Vorschaubild
Name:
paper15.pdf
Größe:
177.57 KB
Format:
Adobe Portable Document Format
Herunterladen

Sammlungen

P272 - DEC 2017 - Digital Enterprise Computing