| Titre : |
What does digital bring to the business to business sales function in complex selling today and tomorrow ? |
| Type de document : |
Mémoire |
| Auteurs : |
Arthur CHABAUD, Auteur |
| Année de publication : |
2022 |
| Importance : |
32 p. |
| Note générale : |
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| Langues : |
Anglais (eng) |
| Mots-clés : |
Management
DIRECTION DES VENTES ; TECHNIQUE DE VENTE ; GESTION DE LA PRODUCTION
|
| Résumé : |
The advent of digital technology over the last 20 years has revolutionized the market and the different functions within organizations. Today we see structural changes: the functions, the objectives, the means and the results of the sales profession. The aim of this dissertation is to try to highlight the changes and mutations in sales execution between the new generation of "digital native" salespeople and the salespeople of past generations. Indeed, the salesperson of the past was a very individual job with a bad connotation. Today, the sales function has regained its nobility thanks to digital, which we don't hesitate to refer to as the augmented salesperson. This term reflects the real evolution, whereby salespeople are increasingly equipped with digital tools and solutions to support them in their daily missions and in the organization of their commercial activity to improve their performance. The objective of this study is to understand the different stages of this evolution and its operational consequences: "What does digital bring to the business to business sales function in complex selling today and tomorrow ?” This study is qualitative research based on 2 in-depth interviews. |
| Programme : |
MSc Digital Expertise for Marketing |
| Spécialisation : |
Marketing |
| Permalink : |
https://cataloguelibrary.neoma-bs.fr/index.php?lvl=notice_display&id=572740 |
What does digital bring to the business to business sales function in complex selling today and tomorrow ? / 2022 
