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008			221220s2023 gw | s |||| 0|eng d
020			_a9783658388874
024	7		_a10.1007/978-3-658-38887-4 _2doi
040			_aES-VaUEC _bspa _cES-VaUEC
050	0	4	_aHF5438.4 _b2024
100	1		_aRainsberger, Livia. _eautor _4aut _4http://id.loc.gov/vocabulary/relators/aut
245	0	0	_aDigital Transformation in Sales: _bHow to Turn a Buzzword into Real Sales Practice - A 21-Step Guide _cby Livia Rainsberger
250			_a1st ed 2023
264		1	_aWiesbaden _c2023 _bSpringer International Publishing
300	0	0	_a1 recurso en línea
336			_atexto _btxt _2rdacontent
337			_aelectrónico _bc _2rdamedia
338			_arecurso electrónico _bcr _2rdacarrier
505	0		_aUnderstanding Digital Transformation: Trends, developments, drivers, influence, impact -- Sales technology and tools: Technology trap, digital sales tools -- Strategy: sales models, sales organization -- Conception: positioning, value proposition, digital customer profile, customer acquisition -- Implementation: technology selection, competence building in the organization, technology and the human factor.
520			_aThis book is a practical guide to the digital transformation of sales organizations. In 21 steps, it provides an overview of the state of the art technologies and digital sales tools and creates an understanding of what the digital transformation of sales is really about: Its primary driver is the modern customer, and he must always be kept in mind digitalization entire sales strategy. The sole use of technologies and the pure digitalization of processes are not enough to make an organization fit for the challenges of the modern business world. All tools and processes from positioning to customer management are explained in detail in this book and illustrated with concrete examples. What can chatbots do, what are virtual and augmented reality suitable for, and what is the benefit of rapid prototyping? Which sales activities can be supported by technology? The author provides answers to these and many other questions and shows how sales organizations can make themselves fit for the future. With practical tips and numerous implementation aids. Contents Insights Understanding Digital Transformation: customers, market and technology as drivers The 7W strategy for the digital transformation of sales: conception and implementation The technology perspective: tool categories, functionality and relevance for the sales strategy The sales process perspective: tools and their potential for sales performance mangement and efficiency The author Livia Rainsberger is the managing director of the consulting firm WISSENCE. The focus of her work is the digital transformation of sales organizations. Her book "AI - the new intelligence in sales" has also been published by Springer Gabler. This book is a translation of an original German edition. The translation was done with the help of artificial intelligence (machine translation by the service DeepL.com). A subsequent human revision was done primarily in terms of content, so that the book will read stylistically differently from a conventional translation.
856	4	0	_uhttps://go.openathens.net/redirector/universidadeuropea.es?url=https://doi.org/10.1007/978-3-658-38887-4 _zAcceso a este recurso digital (usuarios Universidad Europea de Valencia)
912			_aZDB-2-BUM
912			_aZDB-2-SXBM
942			_2lcc _cLE
988			_aSpringer_Business_2023
999			_c238654 _d238654