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.
| Author of HS Reutlingen | 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 RossmannORCiD |
| Document Type: | Conference proceeding |
| Language: | English |
| Publication year: | 2017 |
| Tag: | LinkedIn's social selling index; customer experience; digital value selling; social selling; social selling metrics; value based selling; value to customer |
| Page Number: | 12 |
| First Page: | 171 |
| Last Page: | 182 |
| PPN: | Im Katalog der Hochschule Reutlingen ansehen |
| DDC classes: | 330 Wirtschaft |
| Open access?: | Ja |
| Licence (German): |  Open Access |
