PURCHASING IS THE NEW SELLING

ISBN-13: 9783347654976 / Angielski / Twarda / 160 str.

Birgit Schulze-Berktold

Opis

Due to digital change sales is facing nothing less than a revolution. The associated mammoth task begins in the mind regardless of how the world has changed in recent years: The business itself remained more or less the same and the classic salesperson untouched. With the digital quantum leap this deceptive stability has come to an end something PURCHASING IS THE NEW SELLING knows. As a saleswoman from the word go and today an expert in sales, the author has experienced and helped shape the change. "Whoever wants to shape tomorrow has to understand yesterday and know what it still takes for the future and what doesn't." Birgit Schulze-Berktold is convinced of this "It's about how the market is changing, what customers want today and in the future and how they can be served in a manner appropriate to the present day, ideally even in a way which is ahead of it's time." The topics to be considered include the outlook for the field sales force and the question of how conventional sales and salespeople require to reinvent themselves so as, in the long run, to be in pole position to be able to remain an important revenue generator. The author approaches the complex challenges of digital change in a narrative style, with many exciting stories, encounters and drawing from her own experiences. PURCHASING IS THE NEW SELLING is an intelligent, emboldening and enthralling travel companion into the future of selling - a guide full of pointers for the most rewarding goals in sales and the corporate success of tomorrow. With it's recommendations the book never, for a second, loses sight of people and their needs. As someone who studied philosophy this is one of Birgit Schulze-Berktold's basic concerns, not only as an author, but overall as an ambassador of a new sales era.

O autorze

Schulze-Berktold , BirgitBirgit Schulze-Berktold is convinced that every person is also a salesperson - a certainty gained from more than 20 years of experience in management and leadership roles in sales with international technology companies. She has been involved with virtual technologies for developing and manufacturing companies, science, research and other markets for just as long. Her focus and talent: to understand companies current and future challenges in order to give them essential impulses in terms of digital competence.The author started in the sales profession where the best salespeople are born - in the tough, demanding world of field sales in the competitive market for medical technology products. Her affinity and adeptness in dealing with innovative solutions such as virtual reality and artificial intelligence led to rapid success and a quick rise to sales management in technology-based companies. Her trademarks: high expertise in the field of digitalisation and sales, a fine antenna for future developments and a sharp 360-degree view of her customers' needs coupled with extensive practical sales experience and strong leadership skills. After more than 10 years as manager of successful sales teams in Germany and Europe, Birgit Schulze-Berktold decided to share her knowledge and experience on a larger scale. Her declared goal was to make companies and their sales organisations fit for the digital age. In doing so the philosophy graduate benefited from her interest in human issues. After all what would digitalisation and artificial intelligence be worth without the energy of the people associated with it?Today, Birgit Schulze-Berktold advises and supports her clients with reorientation in terms of digital transformation in order to make them even more future-oriented and especially in sales a contender for the top of their market. Her references include innovative medium-sized companies as well as renowned automotive groups and other market leaders from a wide range of industries.