Due to digital change sales is facing nothing less than a revolution. The associated mammoth task begins in the mind regardless of how the world has changed in recent years: The business itself remained more or less the same and the classic salesperson untouched. With the digital quantum leap this deceptive stability has come to an end something PURCHASING IS THE NEW SELLING knows. As a saleswoman from the word go and today an expert in sales, the author has experienced and helped shape the change. "Whoever wants to shape tomorrow has to understand yesterday and know what it still takes for the future and what doesn't." Birgit Schulze-Berktold is convinced of this "It's about how the market is changing, what customers want today and in the future and how they can be served in a manner appropriate to the present day, ideally even in a way which is ahead of it’s time." The topics to be considered include the outlook for the field sales force and the question of how conventional sales and salespeople require to reinvent themselves so as, in the long run, to be in pole position to be able to remain an important revenue generator. The author approaches the complex challenges of digital change in a narrative style, with many exciting stories, encounters and drawing from her own experiences. PURCHASING IS THE NEW SELLING is an intelligent, emboldening and enthralling travel companion into the future of selling - a guide full of pointers for the most rewarding goals in sales and the corporate success of tomorrow. With it’s recommendations the book never, for a second, loses sight of people and their needs. As someone who studied philosophy this is one of Birgit Schulze-Berktold's basic concerns, not only as an author, but overall as an ambassador of a new sales era.weiterlesen