Vertrieb ist nicht gleich Vertrieb! / Not All Sales are the Same!
- Häufig scheitern lang etablierte Vertriebsprozesse zwischen Händler und Servicepartner in der Industrie an den Herausforderungen, die die Einführung eines digitalen Produktes mit sich bringt. Worin unterscheidet sich aber der Vertrieb digitaler Produkte im Vergleich zum bisherigen Vertrieb von physischen Gütern?
- Long-established sales processes between retailers and their service partners in industry often fail to master the challenges posed by the introduction of a digital product. But how does the sale of digital products differ from the sale of physical goods? This is a question which has been successfully addressed by a team from the Smart Services Center. Over the past months, their answers were successfully validated in real-world settings by a cross-sector consortium and remotely applied many times at various partner companies.
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| Author: | Benedikt Moser |
|---|---|
| URL: | https://data.fir.de/download/udz/udz1_2021_1283.pdf |
| ISSN: | 2748-9779 |
| Parent Title (Multiple languages): | UdZ – The Data-driven Enterprise |
| Subtitle (German): | Wie verkauft man erfolgreich digitale Produkte? |
| Subtitle (English): | How do you successfully sell digital products? |
| Document Type: | Contribution to a Periodical |
| Language: | Multiple languages |
| Date of Publication (online): | 2021/05/21 |
| Date of first Publication: | 2021/05/21 |
| Release Date: | 2022/03/31 |
| Volume: | 1 |
| Issue: | 1 |
| First Page: | 15 |
| Last Page: | 18 |
| FIR-Number: | SV7441 |
| Institute / Department: | FIR e. V. an der RWTH Aachen |
| Dienstleistungsmanagement | |
| Dewey Decimal Classification: | 6 Technik, Medizin, angewandte Wissenschaften / 62 Ingenieurwissenschaften |
