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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.

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Author of HS ReutlingenSchmäh, Marco
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
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):License Logo  Open Access