Summary
Summary New solution selling (part 2)
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New solution selling (part 2 of sales)
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International sales & procurementPart 2: new solution selling
Death of a salesman?
New type of customer: the informed buyer
Customer behaviour has become unpredictable
High level of market segmentation
Complexity of technology increases
Shift from product to added value
Profile of a modern salesman
Characteristics
Retain and push-off customers
Database and knowledge management
CRM
Marketing of a product
Problem solving and “solutions selling”
Adressing customer needs by offering added value
Role of reponsibilities
Contribute to revenu and profit
Implement sales and marketing strategy
Database and knowledge management
Self management
Acquisition
Relationship management
Service (and complaints)
The new hybrid sales representative
Collaboration with customers on strategic level
Collaboration with the other teams internally (no silos)
Value creator
Discovers problems and solutions together with the customer
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