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Advanced E-Business Research

International Trends & Issues

Edited By Stephan Böhm, Werner Quint and Peter Winzer

Since years, e-business research is subject of many conferences and publications. While researchers and practitioners often focus on e-business systems and applications, so far little attention has been given to the development of innovative and sustainable e-business models and solutions. This publication fills this gap by discussing the following key issues: What are challenges and opportunities for international e-business? What are the barriers and risks for companies implementing e-business models? How can they succeed in the long-term? In this context, this publication provides in-depth studies of consumer needs, cultural requirements as well as conditions of economic efficiency and successful implementation of e-business solutions. It is intended for e-business novices as well as advanced researchers and practitioners.

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Digital Sales Excellence: Systematic Implementation of New Technologies in Sales Force Management (Lars Binckebanck)


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Digital Sales Excellence: Systematic Implementation of New Technologies in Sales Force Management

Lars Binckebanck

Abstract: There is a lot of confusion among practitioners regarding the impact of digital technologies on sales force organization and management. While it is sometimes claimed that sales is facing a disruptive revolution, it is safe to assume that all processes will be substituted by algorithms that are suitable for that, i.e. standardized routines. But can customer relations really be managed automatically? The underlying idea is to adapt new technologies to the realities of the sales environment in order to make digitalization work in a personal selling context. This paper presents Digital Sales Excellence as an approach and systematic framework that helps to evaluate strategic and operational benefits of new technologies in order to be able to integrate, prioritize, and implement them successfully.

Keywords: Sales management, sales force organization, digital sales excellence, new technologies, digitalization

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