Download or read book B2B Sales of German Small and Medium sized Enterprises Challenges in Cross border Sales Within the Context of German French Business Relationships written by Yves Scheffler and published by Anchor Academic Publishing. This book was released on 2018 with total page 148 pages. Available in PDF, EPUB and Kindle. Book excerpt: For decades Germany and France have been forming the core of the European Union. They generate about 40 per cent of total economic output in the Euro Zone. Nowhere else, there does exist such an intense relationship between neighbouring economies like between these two countries. Those links go far beyond external trade relations and are targeted towards mutual business cooperation. In the light of globalisation, a rising number of competitors, increasing customer demands and short product life cycles, cross-national commerce are of great importance for German Small and Medium-sized Enterprises (SMEs) – particularly in the B2B sector. Sales is often tagged as an enterprise’s figurehead. It is responsible for determining whether a manufacturer effectively conveys its capabilities to the B2B customer. To date, there exists no single reference book covering all four topics of this paper’s headline: B2B, SMEs, sales and Franco-German business relationships. The ongoing literature is mainly focussed on large firms. The subject of international sales has hardly been investigated, yet. Apart from the sales excellence approach, there are few selling models for corporate practice. The lack of sales expertise both in theory and practise is thus not the ideal prerequisite for succeeding on a cross-border scale. This study addresses sales challenges of German SMEs with its trading partner France in the B2B sector. It should be stressed that the focus is on SMEs from Germany only. The company size of French business partners does not play a role in this context. The acquisition-related part of sales (selling) is highlighted while the physical component (distribution) is secondary within the framework of this assignment. In consequence, the central question is to figure out what kind of challenges German SMEs must face when exerting B2B sales activities in France. A related sub-issue is defined as follows: “Which type of challenge has the greatest impact on cross-border sales operations in France?” The declared purpose of this study is to answer the above-mentioned queries. Following the acquired basic knowledge this is done through an empirical survey. Furthermore, it is targeted to provide recommendations in order to enhance sales efficiency and effectiveness of German SMEs.

Download or read book The Future of Sales in the B2B Software Industry The Digitalization of Sales in German small and medium sized enterprises written by Tim Schick and published by GRIN Verlag. This book was released on 2023-08-22 with total page 199 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master's Thesis from the year 2022 in the subject Business economics - Trade and Distribution, grade: 1,3, European School of Business Reutlingen, language: English, abstract: In addition to an overview of the most relevant trends and the most promising digital methods as well as tools for sales, this master thesis will provide insights into the practical aspects of Digital Sales. A particular focus will be placed on the relevance and influence of Digital Leadership in the context of necessary change management regarding the digitalization of sales. Across all industries, digitalization leads to sustainable structural changes for companies of all sizes. New business models are emerging, existing business models are changing fundamentally or are even disappearing altogether. Hardly any business area is spared from disruptive change. Therefore, also customer management and sales constantly face new challenges and opportunities. Familiar processes and methods have to be reassessed radically to ensure ongoing success. Companies have to learn to adapt their customer management to changing requirements. They cannot hope that customers will continue to move towards providers as they have in the past. This has profound consequences for sales. Existing processes have to change, salespeople have to adapt their’ skills and competencies to shifting customer expectations, and organizations have to review their structures. Companies that do not address the digital market changes today will not survive in the future. In contrast to U.S.-based companies, German companies have been hesitant to deal with the digitalization of sales so far. Business was excellent and sales were continuously successful. Thus, there was little need to change the status quo, especially in small and medium-sized enterprises (SMEs). However, the COVID-19 pandemic abruptly changed business life. The entire sales cycle suddenly needed a redesign, from customer acquisition to customer service. Ultimately, the pandemic began to change sales processes in German SMEs, and with that, also the mindset towards the digitalization of sales. Nevertheless, companies are still struggling to change. The vast number of options for optimizing sales processes seems unlimited. Which sales processes should companies digitize, and which should stay as they are? Which aspects are critical to the success of effective sales management? Who should be the initiator and motivator for digitalization measures in sales? Moreover, are the necessary skills and competencies even available?

Download or read book Insead Case Bibliography written by and published by . This book was released on 2003 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Digital and Social Media Marketing written by Nripendra P. Rana and published by Springer Nature. This book was released on 2019-11-11 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book examines issues and implications of digital and social media marketing for emerging markets. These markets necessitate substantial adaptations of developed theories and approaches employed in the Western world. The book investigates problems specific to emerging markets, while identifying new theoretical constructs and practical applications of digital marketing. It addresses topics such as electronic word of mouth (eWOM), demographic differences in digital marketing, mobile marketing, search engine advertising, among others. A radical increase in both temporal and geographical reach is empowering consumers to exert influence on brands, products, and services. Information and Communication Technologies (ICTs) and digital media are having a significant impact on the way people communicate and fulfil their socio-economic, emotional and material needs. These technologies are also being harnessed by businesses for various purposes including distribution and selling of goods, retailing of consumer services, customer relationship management, and influencing consumer behaviour by employing digital marketing practices. This book considers this, as it examines the practice and research related to digital and social media marketing.

Download or read book The Effect of the Internet on Sales Management written by Tomislaw Dalic and published by GRIN Verlag. This book was released on 2003-07-23 with total page 17 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2001 in the subject Business economics - Trade and Distribution, grade: 9 (von 10), Maastricht University (FDEWB), course: Sales management, language: English, abstract: [...] No waves disturbed their journey. Especially the last decade this calm sea turned into a world of waves, the tips of the waves blinking white, a sign for a restless sea and a build up of higher waves. The Internet brought many companies into permanent white water, the ever changing business environment. They need to adapt in order to remain profitable and secure survival. The Internet is a type of global information infrastructure consisting of computer hardware and software that is characterized as both general and open (Peterson, Balasubramanian and Bronnenberg, 1997). In this definition “general” refers to the fact that the Internet has not been designed for one particular set of services. “Open” implies that all specifications necessary to use the Internet are publicly available. In other words, the Internet is a network of networks. The Internet is a rapid growing phenomenon. One of the most fascinating elements has been its amazing growth. The Bureau of Economic Analysis (2000) found that U.S. consumers and businesses spending on information technology was about 10 % of the U.S. gross national product (GDP) in the year 2000 compared to a merely 1.5 % in 1981. The present popularity of the Internet as a commercial medium is due to its ability to facilitate global sharing of information and resources, and its potential to provide an efficient channel for advertising, marketing, and even direct distribution of certain goods and information services. The Internet has been called the most important new marketing medium since television. The use of the Internet allows companies to identify their customers, differentiate them, interact with them, and then customize programs that will heighten customer satisfaction and loyalty (Groossman, 1998). The Internet has radically changed the way companies do business. For instance, it can be used as an effective business-to-business tool to increase collaboration. Therefore, the main problem statement this paper answers is : What is the effect of the Internet on Sales management? First, the general advantages and disadvantages of the Internet will be discussed. Second, the effect of the Internet on the buyer-seller relationship are enlightened. Third, change in the sales representative’s job are elaborated on. After that a proposal is made to effectively integrate the Internet in the sales force activities. The paper ends with a short conclusion.

Download or read book Born Global Firms written by S. Tamer Cavusgil and published by Business Expert Press. This book was released on 2009-08-01 with total page 125 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book helps managers and scholars understand the born-global phenomenon. We offer a comprehensive treatment of born globals, from distinctive features of these companies, to strategies that they use for international success, to implications of the phenomenon for international small- and medium-sized enterprises. We review useful theories and frameworks, as well as introduce a new field based on the born-global phenomenon - international entrepreneurship.

Download or read book A Basic Guide to Exporting written by Jason Katzman and published by Skyhorse Publishing Inc.. This book was released on 2011-03-23 with total page 385 pages. Available in PDF, EPUB and Kindle. Book excerpt: Here is practical advice for anyone who wants to build their business by selling overseas. The International Trade Administration covers key topics such as marketing, legal issues, customs, and more. With real-life examples and a full index, A Basic Guide to Exporting provides expert advice and practical solutions to meet all of your exporting needs.

Download or read book Internationalization Strategies for Small Business written by Konstantin Klaus and published by GRIN Verlag. This book was released on 2019-05-14 with total page 22 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2019 in the subject Business economics - Business Management, Corporate Governance, grade: 1,7, University of applied sciences Frankfurt a. M., course: Strategic Management, language: English, abstract: This paper focuses on different internationalization strategies for small business. The current term paper should explain the basics by defining the essential terms. Subsequently, reasons and motives for internationalization strategies listed for small business. As a result, conceivable market entry forms are to be set out with their advantages and disadvantages. Based on the strategy forms, the opportunities and risks that could arise for small and medium-sized enterprises (SMEs) in an international market entry strategy are then highlighted. Finally, in the last chapter, a conclusion is drawn and daring a look into the future for the small business. Internationalization has undergone a dynamic development in the past three decades. The main driving force were the political changes in the world. This political opening also led to a disproportionate growth in the world trade. These changes also affect small and medium-sized companies and are a current challenge, that should be raised, which is also reflected in the close ties, between the Term middle class and foreign trade shows. The globalization of the economy is forcing medium-sized companies to rethink and restructure their business processes and value chains. However, SMEs lack specific prerequisites for carrying out international business activities. Not just capital and management but also the knowledge of internationalization is a significant success factor. Nevertheless, SMEs can develop opportunities and successfully translate them into an international activity that, especially because of its niche strategy, aims to meet the special needs of international clients that can not satisfied by large companies A niche production or export, however, is not enough to assert oneself against international competitors in the long term. That is why influences like use of technical advances, short product cycles and fast and active presence abroad to internationalize the value chain of the company. For a successful and targeted internationalization strategy for small business, it should be necessary to create a concept that includes motives, market entry forms, possible potentials and conceivable obstacles.

Download or read book Serving the Customer written by Thomas Aichner and published by Springer Nature. This book was released on 2023-01-01 with total page 396 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book examines key aspects of selling and the sale of goods and services in B2C and B2B. Renowned scholars and practitioners contributed their expertise with a wide range of articles about how to serve customers and the role of selling and sales. Their research results and practical experiences can be used as a basis for further research as well as implemented by small, medium-sized and globally operating companies. The 13 chapters are organized in four parts, starting with (I) value creation and selling services, followed by (II) business negotiations and sales in B2B, (III) using technology and innovation to increase sales and study consumers, and finishing with two chapters about sales competencies on the one hand and a critical piece about consumption on the other hand under (IV) selling more or consuming less?The European perspective adopted in the book provides both international researchers and entrepreneurs, as well as those already working in Europe, with a better understanding of the market and the dynamics in the consumer and business sectors. Excerpt from the content The meaning of value creation and value-in-use in selling services The vital role of pricing, customer participation, and the responsibilities of front-line employees How to negotiate the sale in B2B and purchase of three distinct types of business services How, why, and under which circumstances retailers are considering machine learning forecasting methods to increase sales Proposal for an autonomous consumer business, which is about fully automating transactions between a seller and a buyer How the Net Promoter Score works and why it can be both beneficial but also viewed skeptically Which specific competencies sales professionals must possess to succeed and sell well The downsides and threats of our economic system with a single-minded focus on the growth of sales or revenues

Download or read book The Role of Digital Platforms in the Collection of VAT GST on Online Sales written by OECD and published by OECD Publishing. This book was released on 2019-06-20 with total page 85 pages. Available in PDF, EPUB and Kindle. Book excerpt: This report provides practical guidance to tax authorities on the design and implementation of a variety of solutions for digital platforms, including e-commerce marketplaces, in the effective and efficient collection of VAT/GST on the digital trade of goods, services and intangibles. In particular, it includes new measures to make digital platforms liable for the VAT/GST on sales made by online traders through these platforms, along with other measures including data sharing and enhanced co-operation between tax authorities and digital platforms.

Download or read book Excellence in Sales written by Holger Dannenberg and published by Springer Science & Business Media. This book was released on 2010-11-02 with total page 239 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.

Download or read book Ensuring Quality to Gain Access to Global Markets written by Martin Kellermann and published by World Bank Publications. This book was released on 2019-04-09 with total page 275 pages. Available in PDF, EPUB and Kindle. Book excerpt: In a modern world with rapidly growing international trade, countries compete less based on the availability of natural resources, geographical advantages, and lower labor costs and more on factors related to firms' ability to enter and compete in new markets. One such factor is the ability to demonstrate the quality and safety of goods and services expected by consumers and confirm compliance with international standards. To assure such compliance, a sound quality infrastructure (QI) ecosystem is essential. Jointly developed by the World Bank Group and the National Metrology Institute of Germany, this guide is designed to help development partners and governments analyze a country's quality infrastructure ecosystems and provide recommendations to design and implement reforms and enhance the capacity of their QI institutions.

Download or read book Customer Centric Business Models Two Steps Beyond Customer Relation Management written by Thomas Rolf and published by GRIN Verlag. This book was released on 2004-01-28 with total page 128 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master's Thesis from the year 2003 in the subject Business economics - Marketing, Corporate Communication, CRM, Market Research, Social Media, University of Applied Sciences Ludwigshafen (MBA International Management Consulting - University of Ludwigshafen, University of Lincoln), course: MBA, 82 entries in the bibliography, language: English, abstract: The submitted dissertation critically discusses business models in the context of customer dimensions under uncertain market conditions. The following questions summarise the fields of investigation: • How do business models adapt to rapidly changing and buyer driven markets? • What are the next two steps after Customer Relationship Management? • Can the gap in the process chain between ‘Customer Relation Management’ and ‘Sup- ply Chain Management’ be bridged and how? • How can a method be developed in order to measure the current customer orientation of a company and to compare companies among each other? • Are customer oriented companies more profitable? As a deductive research approach is used, beneath a small number of inductive elements, an investigation in both secondary and primary data is imperative. Subsequently a critical review of related literature along with a supporting inquiry is part of the dissertation. The scope of the work includes background information, the discussion of future business models as well as an empiric impression of ‘customer orientation’ in German small and me- dium sized enterprises. The most significant conclusions can be recapitulated as follows: • Simple customer orientation can lead to less innovation, furthermore to unprofitable business and in the worst case to the elimination of a company. • Customer oriented strategy is about building processes that are able to react to any en- vironmental or economical modification as fast as possible • The evolution of Customer Relation Management will lead to new customer driven and pulled business models, including innovative measurement methods like ‘Return on Customer’ • The gap between Customer Relation Management and Supply Chain Management will in all probability be bridged, new concepts (e.g. Customer Chain Management) will represent this task • A ‘balanced’ Customer Centric Index, developed as a benchmark instrument as part of the dissertation, shows that only a third of the examined companies can be interpreted as ‘customer oriented’, on the other hand ‘Sales & Marketing’ is regarded as the initial and most influencing process. • A statistical connection between ‘being customer oriented’ and ‘profit’ could not be proved • As a surprising and unintentional result the survey revealed that focusing on a small market (niche) is, at least for SME, a more profitable business. [...]

Download or read book Starting business operations in Germany written by Harald Jung and published by . This book was released on 1993 with total page 94 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Information Economy Report 2015 written by United Nations Conference on Trade and Development (UNCTAD) and published by United Nations. This book was released on 2015-06-19 with total page 136 pages. Available in PDF, EPUB and Kindle. Book excerpt: Electronic commerce (e-commerce) is rapidly transforming the way in which enterprises are interacting among each other as well as with consumers and governments. Despite important potential benefits, businesses and consumers in developing countries were for a long time slow to exploit e-commerce. As a result of changes in the evolving landscape for information and communications technologies (ICTs), this pattern is now changing, and e-commerce is growing rapidly in emerging markets and developing economies. Against this background, this publication revisits the potential opportunities and risks of e-commerce and examines how countries can benefit the most from the phenomenon in today's Information Society. Using official statistics and private sector data, it provides an up-to-date review of global and regional trends related to e-commerce in view of changes in the ICT landscape, focusing on developing countries while drawing lessons from developed countries.

Download or read book The Social Selling in the B2B Service Industry Opportunities and Risks written by Jasmin Armbruster and published by . This book was released on 2021-07-16 with total page 24 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2021 in the subject Business economics - Offline Marketing and Online Marketing, grade: 1,3, University of Applied Sciences Münster (Wirtschaft), course: Business-to-Business Marketing & Service Marketing, language: English, abstract: This paper deals with the question, what impact millenials' generational characteristics do have on the effectiveness of a Social Selling approach of a service company selling to B2B prospects. Research shows a convergence of business-to-consumer (B2C) and business-to-business (B2B) purchasing behaviour. Likewise, managers and employees search for information, check reviews and testimonials of sellers and their products online. To react to these changes, the sales process (SP) must be digitalised to serve the needs of today's buyers. This transformation is particularly driven by millennials, since this generation forms the major part of today's workforce . To get attention from millennials, service providers must rethink the traditional SP and use Social Media to respond to changing customer demand and behaviour.

Download or read book Information Economy Report 2017 written by United Nations Conference on Trade and Development (UNCTAD) and published by United Nations. This book was released on 2017-12-28 with total page 128 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Information Economy Report 2017 analyzes the evolving digital economy and its implications for trade and development. While these are still early days of the digital economy, it is already clear that it will have globally transformative impacts on the way we live, work and develop our economies. As the world strives to implement the 2030 Agenda for Sustainable Development, harnessing the power of information and communications technologies (ICTs) is essential. Large parts of the developing world remain disconnected from the Internet, and many people lack access to high-speed broadband connectivity. Policymaking at the national and international levels needs to mitigate the risk that digitalization could widen existing divides and create new gaps. Since increased reliance on digital technologies, such as cloud computing, three-dimensional printing, big data and “the Internet of things”, it is essential to start assessing opportunities and pitfalls alike, and to prepare for what is coming. The analysis contained in the report contributes to this process and proposes ways in which the international community can reduce inequality, enable the benefits of digitalization to reach all people and ensure that no one is left behind by the evolving digital economy.