TY  - CHAP
U1  - Konferenzveröffentlichung
A1  - Schmäh, Marco
A1  - Gutsche, Jörg
ED  - Rossmann, Alexander
T1  - Digital value selling : status quo and opportunities
T2  - Digital Enterprise Computing (DEC 2017) : July 11 - 12, 2017, Böblingen, Germany. - (Lecture notes in informatics (LNI) - proceedings ; volume P-272)
N2  - Digitization 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.
KW  - value based selling
KW  - customer experience
KW  - value to customer
KW  - digital value selling
KW  - social selling
KW  - social selling metrics
KW  - LinkedIn's social selling index
Y1  - 2017
U6  - https://nbn-resolving.org/urn:nbn:de:bsz:rt2-opus4-14284
UN  - https://nbn-resolving.org/urn:nbn:de:bsz:rt2-opus4-14284
SN  - 978-3-88579-666-4
SB  - 978-3-88579-666-4
SP  - 171
EP  - 182
S1  - 12
PB  - Gesellschaft für Informatik e.V
CY  - Bonn
ER  -