• search hit 4 of 6
Back to Result List

Digital value selling : status quo and opportunities

  • 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.

Download full text files

Export metadata

Additional Services

Share in Twitter Search Google Scholar
Metadaten
Name:Schmäh, Marco
URN:urn:nbn:de:bsz:rt2-opus4-14284
Handle:https://dl.gi.de/handle/20.500.12116/114
ISBN:978-3-88579-666-4
Erschienen in:Digital Enterprise Computing (DEC 2017) : July 11 - 12, 2017, Böblingen, Germany. - (Lecture notes in informatics (LNI) - proceedings ; volume P-272)
Publisher:Gesellschaft für Informatik
Place of publication:Bonn
Editor:Alexander Rossmann
Document Type:Conference Proceeding
Language:English
Year of Publication:2017
Tag:LinkedIn's social selling index; customer experience; digital value selling; social selling; social selling metrics; value based selling; value to customer
Pagenumber:12
First Page:171
Last Page:182
Catalogue entry:Im Katalog der Hochschule Reutlingen ansehen
Dewey Decimal Classification:330 Wirtschaft
Open Access:Ja
Licence (German):License Logo  Open Access