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Regaining Influence in the Sales Process by Implementing an integrated Market Intelligence
Abstract
The influence of the sales force on buyers in business-to-business market transactions is continuously waning. Particularly due to various new digital information channels buyers are in their decision-making processes only to a limited extent still dependent on the information provided by the sales persons. This development is putting sales forces increasingly under pressure as it is restricting their range of actions. In this conceptual paper it will be shown that regaining influence in the sales process will only be possible by the implementation of an integrated market intelligence system.
Mehr zum Titel
| Titel | Regaining Influence in the Sales Process by Implementing an integrated Market Intelligence |
|---|---|
| Medien | Proceedings on 'The Sales Ecosystem – defining and exploring how various levels of connection and interaction affect the selling process', Panama |
| Verfasser | Prof. Dr. Stefan Wengler, Gabriele Hildmann, Ulrich Vossebein |
| Veröffentlichungsdatum | 01.04.2019 |
| Zitation | Wengler, Stefan; Hildmann, Gabriele; Vossebein, Ulrich (2019): Regaining Influence in the Sales Process by Implementing an integrated Market Intelligence. Proceedings on 'The Sales Ecosystem – defining and exploring how various levels of connection and interaction affect the selling process', Panama. |