The virtual sales handbook :
Kvedare, Mante,
The virtual sales handbook : a hands-on approach to engaging customers / Mante Kvedare, Christian Milner Nymand. - United Kingdom: John Wiley & Sons, ©2021 - 1 online resource, xix, 202 pages: illustrations ; 25 cm
Includes index.
Navigating the world of virtual sales -- Overcoming the barriers of virtual customer interaction -- The hybrid sales model -- Preparing for an effective virtual sales meeting -- Building engaging virtual sales meeting storylines and presentations -- Effective virtual customer engagement -- Executing the virtual sales meeting -- Leading the transformation from physical to virtual sale.
"The COVID-19 crisis has fundamentally changed the way B2B companies interact with customers, forcing companies to transition from face-to-face meetings to virtual customer interactions overnight. Even after the initial local and regional travel limitations are lifted, corporate travel is expected to be limited and it is uncertain that customers will be open to receive external partners on-site. This presents an urgent need for companies to transform towards a more virtual customer engagement model -- where the first (and the most urgent) step is upskilling the commercial frontline by equipping them with the confidence, skillset and toolbox needed to effectively engage customers virtually -- and hence secure existing and future revenue streams. The Virtual Sales Handbook will target Commercial Frontline people (customer-facing people such as sales representatives, commercial managers, customer relationship managers) and will have a very hands-on, concrete "how-to" approach -- so the reader can apply the learnings and concepts in their customer interactions immediately. We will equip the reader with the confidence, skillset and toolbox needed to effectively engage customers virtually -- making them more fit for how sales in the future will look like and hence drive their existing and future revenue streams"--
2020046371
Electronic commerce.
Selling.
Internet marketing.
Customer relations.
HF5548.32
DC 658.872 / K972
The virtual sales handbook : a hands-on approach to engaging customers / Mante Kvedare, Christian Milner Nymand. - United Kingdom: John Wiley & Sons, ©2021 - 1 online resource, xix, 202 pages: illustrations ; 25 cm
Includes index.
Navigating the world of virtual sales -- Overcoming the barriers of virtual customer interaction -- The hybrid sales model -- Preparing for an effective virtual sales meeting -- Building engaging virtual sales meeting storylines and presentations -- Effective virtual customer engagement -- Executing the virtual sales meeting -- Leading the transformation from physical to virtual sale.
"The COVID-19 crisis has fundamentally changed the way B2B companies interact with customers, forcing companies to transition from face-to-face meetings to virtual customer interactions overnight. Even after the initial local and regional travel limitations are lifted, corporate travel is expected to be limited and it is uncertain that customers will be open to receive external partners on-site. This presents an urgent need for companies to transform towards a more virtual customer engagement model -- where the first (and the most urgent) step is upskilling the commercial frontline by equipping them with the confidence, skillset and toolbox needed to effectively engage customers virtually -- and hence secure existing and future revenue streams. The Virtual Sales Handbook will target Commercial Frontline people (customer-facing people such as sales representatives, commercial managers, customer relationship managers) and will have a very hands-on, concrete "how-to" approach -- so the reader can apply the learnings and concepts in their customer interactions immediately. We will equip the reader with the confidence, skillset and toolbox needed to effectively engage customers virtually -- making them more fit for how sales in the future will look like and hence drive their existing and future revenue streams"--
2020046371
Electronic commerce.
Selling.
Internet marketing.
Customer relations.
HF5548.32
DC 658.872 / K972