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2016 | OriginalPaper | Chapter

Digital Sales Excellence: Systematischer Einsatz neuer Technologien im operativen Vertrieb

Author: Prof. Dr. Lars Binckebanck

Published in: Digitalisierung im Vertrieb

Publisher: Springer Fachmedien Wiesbaden

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Zusammenfassung

Die Digitalisierung bedeutet für den Vertrieb einen fundamentalen Wandel. Der Beitrag reflektiert die aktuelle Fachdiskussion kritisch und analysiert den Stand der Wissenschaft. Darauf aufbauend wird ein Ansatz für Digital Sales Excellence vorgestellt, der bei den der Vertriebsstrategie ansetzt, diese durch die Verknüpfung mit einem Vertriebsmodell zu einer Entscheidungsmatrix für den systematischen Einsatz neuer Technologien im Vertrieb entwickelt und schließlich konkret unternehmensspezifischen Vertriebsprozessen zugeordnet.
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Metadata
Title
Digital Sales Excellence: Systematischer Einsatz neuer Technologien im operativen Vertrieb
Author
Prof. Dr. Lars Binckebanck
Copyright Year
2016
DOI
https://doi.org/10.1007/978-3-658-05054-2_20