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008 201015s2021 nju o 001 0 eng
010 _a 2020046371
020 _z978-1-119-77576-8
040 _aDLC
_beng
_cDLC
_erda
042 _apcc
050 0 0 _aHF5548.32
082 0 0 _aDC 658.872
_22021
_bK972
100 1 _aKvedare, Mante,
_eauthor.
_944210
245 1 4 _aThe virtual sales handbook :
_ba hands-on approach to engaging customers /
_cMante Kvedare, Christian Milner Nymand.
260 _aUnited Kingdom:
_bJohn Wiley & Sons,
_c©2021
263 _a2102
300 _a1 online resource, xix, 202 pages:
_billustrations ;
_c25 cm
500 _aIncludes index.
505 0 _aNavigating 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.
520 _a"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"--
650 0 _aElectronic commerce.
_944211
650 0 _aSelling.
_944212
650 0 _aInternet marketing.
_944213
650 0 _aCustomer relations.
_944214
700 1 _aNymand, Christian Milner,
_eauthor.
_944215
776 0 8 _iPrint version:
_aKvedare, Mante.
_tThe virtual sales handbook
_d[Hoboken, NJ] : Wiley, 2021.
_z9781119775768
_w(DLC) 2020046370
365 _b2,246.00
_cPhp
906 _a7
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_corignew
_d1
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942 _2ddc
_cDC