Читать книгу A new era of Value Selling - Thomas Menthe - Страница 7

 From product to solution offering

 From purchase price to economic value

 From transaction to value-generating

 From product-only to product + service and customized solutions

 From product/region matrix to customer segments

 From personal sales to multi-channel

 From information sharing to customer involvement with social media

 From sales representative to catalyst

 From customer-orientation to customer-obsession

In 2015, Forrester forecasted that 1 million US B2B salespeople will lose their jobs to self-service e-commerce by the year 2020. B2B buyers favor do-it-yourself online options for researching and buying products and services, and they are demanding that B2B sellers fully establish those digital paths to purchasing. Digitalization will change the buying behavior much more towards e-commerce and self-service consultation with support of sales robots. The salesperson will be an information catalyst and relationship manager until technology will be able to overtake the role by using machine-learning and understanding emotional vibes from speech to text recognition as Amazon´s Alexa or Apple´s Siri show nowadays with new skills every day from various companies and organizations.