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Sales von Professional Services im Zeitalter von KI: Soft Skills, Kompetenz und die Grenzen von KI-gestütztem Training

In: Soft Skill Rating

Author

Listed:
  • Selvam Dhamotharan

    (PPI AG)

Abstract

Zusammenfassung Im Sales von Professional Services verschiebt sich das Anforderungsprofil grundlegend: Statt exklusivem Informationszugang und methodischer Exzellenz rücken kommunikative, relationale und kontextsensitive Fähigkeiten ins Zentrum. Gleichzeitig dringt künstliche Intelligenz (KI) zunehmend in Bereiche vor, die lange als Domäne menschlicher Intuition galten. Der Beitrag untersucht, inwieweit Soft Skills durch KI-gestütztes Training unterstützt – oder ersetzt – werden können, und plädiert für eine differenzierte Sicht: Während sich bestimmte Fähigkeiten trainieren lassen, bleibt Kompetenz an Erfahrung, Selbststeuerung und situative Urteilskraft gebunden. Ein praxisbasiertes Vier-Stufen-Modell zeigt, wie KI im Beratungssales zur strukturellen, kontextuellen und reflexiven Unterstützung beitragen kann – ohne den Menschen zu ersetzen.

Suggested Citation

  • Selvam Dhamotharan, 2026. "Sales von Professional Services im Zeitalter von KI: Soft Skills, Kompetenz und die Grenzen von KI-gestütztem Training," Springer Books, in: Oliver Everling & Dominik Wever (ed.), Soft Skill Rating, chapter 7, pages 107-123, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-50268-3_7
    DOI: 10.1007/978-3-658-50268-3_7
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