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The virtual sales handbook : a hands-on approach to engaging customers / Mante Kvedare, Christian Milner Nymand.

By:

Kvedare, Mante [author.]

Contributor(s):

Nymand, Christian Milner [author.]

Material type: Text

Additional physical formats: Print version:: The virtual sales handbookDDC classification:

DC 658.872 2021 K972

LOC classification:

HF5548.32

Contents:

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.

Summary: "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"--

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Holdings
Item type	Current library	Collection	Call number	Copy number	Status	Date due	Barcode
Circulation	UM Digos College - LIC Book Cart	Circulation	DC 658.872 K972 2021 (Browse shelf(Opens below))	1	Available		26365

Includes index.

"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"--

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