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Sales Leadership im drastischen Wandel

In: Proaktive Marketing- und Vertriebs-Impulse

Author

Listed:
  • Olaf Mörk

    (MÖRKETING)

Abstract

Zusammenfassung Das Corona-Virus hat für drastische Einschränkungen gesorgt. Dies führte zu einem „New Sales Leadership“, wobei die Führung von Vertriebsorganisationen quasi auf Neue erfunden wurde. In Abb. 3.2 wird deutlich, wie nur ein einzelner situativer Umstand dazu führt, ganze Branchen mitsamt ihren TouchpointsTouchpoints völlig durcheinanderzuwirbeln. Der Online-VertriebOnline-Vertrieb hat drastisch zugenommen, da der Vertrieb seine Kunden nicht mehr vor Ort besuchen konnte. Digitale Plattformen waren plötzlich der einzige Weg, um Waren und Dienstleistungen zu verkaufen und Umsatzverluste zu vermeiden. Neue Vertriebsstrategien und Social Selling sind seitdem nötiger denn je. Neueste Trends, die 10 top Stellhebel zur Professionalisierung von Sales Leadership und vieles mehr sind Inhalt des Kapitels.

Suggested Citation

  • Olaf Mörk, 2023. "Sales Leadership im drastischen Wandel," Springer Books, in: Proaktive Marketing- und Vertriebs-Impulse, chapter 0, pages 43-54, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-42005-5_5
    DOI: 10.1007/978-3-658-42005-5_5
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