Modern Customer – the PHANTOM

Customers on the Run: How Sales must Respond to Radically New Buying Behavior

Häftad, Engelska, 2024

AvLivia Rainsberger

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This 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.

Produktinformation

Utgivningsdatum2024-02-17
Mått168 x 240 x 16 mm
Vikt481 g
FormatHäftad
SpråkEngelska
Antal sidor259
FörlagSpringer Fachmedien Wiesbaden
ISBN9783658391980
OriginaltitelDer moderne Kunde – das PHANTOM

Tillhör följande kategorier

The 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.