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2022 | OriginalPaper | Buchkapitel

14. Answering the Buying Center

How Selling Centers Deal with Current Challenges in the Sales Process

verfasst von : Heike Papenhoff, Carsten D. Schultz, Carsten Welle

Erschienen in: Sales Enablement als Fundament des Vertriebserfolgs

Verlag: Springer Fachmedien Wiesbaden

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Abstract

Selling centers – informal teams of internal specialists – are formed to address the diverse needs of individuals within the customer company and to rely on cross-functional expertise. Digitalization, standardization, externalization, and professionalism characterize today’s selling situations. From the perspective of the buying organization, procurement takes on an increasingly important role. The functions involved on the side of the selling organization can comprise a variety of units that are reactively formed to match the function, hierarchy, and number of the corresponding buying center. Overall, the changed conditions in selling centers require the participating members to acquire necessary skill sets and to adapt to the challenges of the process and the relationship between selling and buying organizations. Matching the composition and needs of buying centers as well as increasing the selling centers’ expertise and knowledge raises the probability of a successful sales process.

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Titel: Answering the Buying Center
verfasst von: Heike Papenhoff
Carsten D. Schultz
Carsten Welle
Verlag: Springer Fachmedien Wiesbaden
Buch: Sales Enablement als Fundament des Vertriebserfolgs
Print ISBN: 978-3-658-37613-0

Electronic ISBN: 978-3-658-37614-7

Copyright-Jahr: 2022
DOI: https://doi.org/10.1007/978-3-658-37614-7_14