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Effizienz im Sales Management. Ein "Must" oder "Nice to Have"?

Effizienz im Sales Management. Ein "Must" oder "Nice to Have"?

          
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About the Book

Studienarbeit aus dem Jahr 2021 im Fachbereich BWL - Offline-Marketing und Online-Marketing, Note: 96%, Fachhochschule Kufstein Tirol, Sprache: Deutsch, Abstract: In folgender Arbeit soll die Frage beantwortet werden, inwiefern Effizienz im Vertrieb relevant ist. In dem vorgelagerten theoretischen Teil wird der Vertrieb zunächst konzeptionell beschrieben. Anschließend werden existierende Studien herangezogen, um die aktuelle Situation im Vertrieb herauszuarbeiten und die Bedeutung von Effizienz im Vertrieb abzuleiten. Die Arbeit schließt mit einem Fazit und Ausblick ab. Die Digitalisierung, Innovationen und neue Technologien gelten als Megatrends und revolutionieren zahlreiche Branchen. Der "Digital Vortex" vom International Institute for Management Development (IMD) zeigt, dass die Digitalisierung starken Einfluss auf den Handel und damit einhergehend auch auf den Vertrieb hat. Mit der fortschreitenden Digitalisierung geht nicht nur eine zunehmende Automatisierung von Prozessen einher, sondern vielmehr eine grundlegende Reorganisation der Wertschöpfungsketten. So schafft die weltweite Konnektivität und erhöhte Informationsgeschwindigkeit neue Geschäftsmöglichkeiten und öffnet den Markt nahezu barrierefrei für neue Wettbewerber. Dritte haben dadurch leicht Möglichkeit in die bestehende Kundenbindung einzutreten. Die Kunden wiederum haben durch das Internet die Möglichkeit anderweitige Produkt oder Dienstleistung für sich ausfindig zu machen und zu vergleichen. Viele Unternehmen agieren heute in stagnierenden Märkten mit hoher Wettbewerbsintensität, steigenden Kundenanforderungen und leicht substituierbaren Produkten und Dienstleistungen. Aufgrund dieser globalen Entwicklungen sind die Kunden zu einem der wichtigsten Assets jeder Organisation geworden, obwohl es unter den aktuellen Marktbedingungen immer schwieriger wird, sie zu halten. Infolgedessen hat sich die Vertriebsstrategie in den letzten zwei Jahrzehnten von einer produkt- und transaktionsorientierten


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Product Details
  • ISBN-13: 9783346493255
  • Publisher: Bod Third Party Titles
  • Publisher Imprint: Grin Verlag
  • Height: 210 mm
  • No of Pages: 26
  • Spine Width: 2 mm
  • Width: 148 mm
  • ISBN-10: 3346493253
  • Publisher Date: 17 Aug 2021
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Weight: 45 gr


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