001454746 000__ 03939cam\a2200517\i\4500
001454746 001__ 1454746
001454746 003__ OCoLC
001454746 005__ 20230314003226.0
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001454746 008__ 230223s2023\\\\gw\a\\\\ob\\\\000\0\eng\d
001454746 019__ $$a1370913446
001454746 020__ $$a9783658391966$$q(electronic bk.)
001454746 020__ $$a3658391960$$q(electronic bk.)
001454746 020__ $$z9783658391959
001454746 020__ $$z3658391952
001454746 0247_ $$a10.1007/978-3-658-39196-6$$2doi
001454746 035__ $$aSP(OCoLC)1371025808
001454746 040__ $$aGW5XE$$beng$$erda$$epn$$cGW5XE$$dYDX$$dEBLCP
001454746 0411_ $$aeng$$hger
001454746 049__ $$aISEA
001454746 050_4 $$aHF5438.4
001454746 08204 $$a658.8/1$$223/eng/20230223
001454746 1001_ $$aRainsberger, Livia,$$eauthor.
001454746 24010 $$aModerne Kunde -- das PHANTOM.$$lEnglish
001454746 24514 $$aThe modern customer -- the PHANTOM :$$bcustomers on the run: how sales must respond to radically new buying behavior /$$cLivia Rainsberger.
001454746 264_1 $$aWiesbaden, Germany :$$bSpringer,$$c2023.
001454746 300__ $$a1 online resource (xxiii, 259 pages) :$$billustrations (some color)
001454746 336__ $$atext$$btxt$$2rdacontent
001454746 337__ $$acomputer$$bc$$2rdamedia
001454746 338__ $$aonline resource$$bcr$$2rdacarrier
001454746 504__ $$aIncludes bibliographical references.
001454746 5050_ $$aThe 3E world: enthusiasm, rush, simplicity -- The 3I person: incognito, informed, independent -- The new B2B customer, the PHANTOM: passionate, highly informed, autonomous, benefit-oriented, terrorised, opportune, mobile -- The (un)conscious motives of the new B2B customer: Characteristics, behaviour, needs and expectations -- Realigning sales to the modern customer: Positioning and offering, sales models and processes, customer approach and acquisition.
001454746 506__ $$aAccess limited to authorized users.
001454746 520__ $$aThis book shows how companies can -- and must -- adapt their sales strategies and processes to changing customer expectations in times of digital transformation and markets volatility. How can sales address, win and retain the modern customer, an intangible PHANTOM in the digital space? The digital world is characterized by eagerness, ease and enthusiasm. Nowadays, people have unlimited and instant access to manifold information and thus they believe to be knowledgeable, autonomous and independent. As customers, they actively elude traditional sales and marketing on their way to a buying decision -- in B2C and B2B alike. To reach these modern customers, companies must synchronize their sales approaches with their customers' decision-making processes and rethink selling. In this context, the author offers a wealth of suggestions with examples and provocative theses. A stirring and inspiring book for anyone interested in state-of-the-art sales and marketing: sales management and staff or entrepreneurs and start-ups. Content insights: What shapes our world and economy today How the modern customer behaves and what he expects How to reach the PHANTOM customer How the buying decision process evolves in a digital world What the new sales process must ensure The author Livia Rainsberger, founder of the sales consulting company WISSENCE, is helping companies to master the digital transformation of their sales organizations, both at national and international level, in B2B and B2C alike. Her books "AI -- the new intelligence in sales" (2021) and "Digital transformation in sales" (2021) have also been published by Springer Gabler.
001454746 588__ $$aOnline resource; title from PDF title page (SpringerLink, viewed February 23, 2023).
001454746 650_0 $$aSales management.
001454746 650_0 $$aConsumer behavior.
001454746 655_0 $$aElectronic books.
001454746 77608 $$iPrint version: $$z3658391952$$z9783658391959$$w(OCoLC)1342489275
001454746 852__ $$bebk
001454746 85640 $$3Springer Nature$$uhttps://univsouthin.idm.oclc.org/login?url=https://link.springer.com/10.1007/978-3-658-39196-6$$zOnline Access$$91397441.1
001454746 909CO $$ooai:library.usi.edu:1454746$$pGLOBAL_SET
001454746 980__ $$aBIB
001454746 980__ $$aEBOOK
001454746 982__ $$aEbook
001454746 983__ $$aOnline
001454746 994__ $$a92$$bISE