Success Factors for Digital Sales Development in B2B Sales of Products Requiring Explanation

Bothe, Jörg; Weiss, Pablo Valentin; Trifan, Bianca Ioana

doi:10.24818/basiq/2021/07/114

Cited by 2 publications

(1 citation statement)

References 3 publications

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“…In contrast, research on how consumer behavior changes affect the sales function's remodeling relative to the marketing function is an episodic phenomenon [49]. Currently, the biggest challenge facing businesses and management trends is the COVID-19 pandemic, which affects all business areas, including the sales function [50]. A pandemic outbreak is part of a broader problem of various phenomena referred to as exogenous shocks, which tend to have a jumping effect on changes in economic and social processes [51].…”

Section: Discussionmentioning

confidence: 99%

Added Value on a Day in the Pandemic in Tourist Attractions in the Polish–Czech Borderland as a Green Economy Initiative

2023

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This study documents customer behavior in the travel services market before and during the COVID-19 pandemic (C-19). We offer theory-based and research-based insights that demonstrate customer value propositions during a pandemic and help predict future behavior for green tourism development. This article aim is to identify the relationship between the situation in tourism during the pandemic, customer behavior, and the added value that historical sites in Poland and the Czech Republic introduced or should introduce in the green economy. The topic is important because the situation during the pandemic showed the lack of a quick response, which is only possible if you have prepared scenarios for the crisis. This study discusses the marketing factors of creating value and analyzes the value strategy for individual clients. The authors of this study analyzed various stages in the customer life cycles in the company and the level of their profitability, taking into account the principles of the green economy (sustainable development) in the example of cultural facilities, i.e., Książ Castle in Poland and the Kuks Complex in the Czech Republic. Literature studies were used in this study, followed by the questionnaire method. The test results are presented in tabular form and supplemented with graphical forms.

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Section: Discussionmentioning

confidence: 99%

Added Value on a Day in the Pandemic in Tourist Attractions in the Polish–Czech Borderland as a Green Economy Initiative

2023

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Nowe wyzwania w zarządzaniu sprzedażą w kontekście rozwoju nowoczesnych technologii i pandemii COVID-19

Gul

2021

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The purpose of the article is to systematize the knowledge on sales strategy and answer the question of whether current socio-economic conditions in the form of progressive digitalization and evolution of the sales function induce to update the definition of sales strategy. Furthermore, the study aims to verify whether the COVID-19 pandemic forces companies to reformulate their sales strategy. A non-systematic literature review supplemented by qualitative research was used as the research method. The first part of the paper presents the theoretical backgrounds of the analysis based on the literature review. The second part presents the results of the own research, enriched by the data from existing studies. Then, the results of the conducted discussion are presented. The final part of the paper contains a summary and the author's definition of sales management, focusing on sales strategy and a potential direction for future research. According to the analysis, the greatest challenge in implementing the assumed sales strategy is currently the COVID-19 pandemic, which significantly affects consumer behavior and limits market activities. However, with widespread access to advanced technologies and a flexible approach to strategy, most of the surveyed companies can meet their financial targets despite the economic crisis caused by the pandemic. When defining a sales strategy, it is necessary to consider the aspect of progressing digitalization and the evolution of the sales function, closely integrated with the marketing function.

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Success Factors for Digital Sales Development in B2B Sales of Products Requiring Explanation

Cited by 2 publications

References 3 publications

Added Value on a Day in the Pandemic in Tourist Attractions in the Polish–Czech Borderland as a Green Economy Initiative

Added Value on a Day in the Pandemic in Tourist Attractions in the Polish–Czech Borderland as a Green Economy Initiative

Nowe wyzwania w zarządzaniu sprzedażą w kontekście rozwoju nowoczesnych technologii i pandemii COVID-19

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