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Lean Selling: „Schlanker Vertrieb kann sinnvoll sein“

In: Sales Drive

Author

Listed:
  • Dirk Zupancic

    (DZP Prof. Dirk Zupancic Projects GmbH)

Abstract

Zusammenfassung Viele Vertriebsexperten gehen mit den kleinen Kunden eines Unternehmens wenig wertschätzend um. Dabei besteht aber die Gefahr, unnötig Gewinn zu verschenken. Denn auch mit kleinen Kunden kann gut verdient werden, wenn die zugehörigen Prozesse hocheffizient, automatisiert und digitalisiert sind. Entscheidend dabei ist, dass der persönliche Verkauf als teuerster Vertriebskanal gänzlich wegfällt. Stattdessen wird das starke Preisbewusstsein der kleinen Kunden über entsprechend günstige Kanäle bedient. Ein leistungsfähiges CRM, hohe Digitalisierungskompetenz und eine ausgefeilte Customer Journey, die alle verfügbaren Automatisierungsmöglichkeiten nutzt, sind Voraussetzungen eines erfolgreichen Lean Selling.

Suggested Citation

  • Dirk Zupancic, 2023. "Lean Selling: „Schlanker Vertrieb kann sinnvoll sein“," Springer Books, in: Sales Drive, edition 2, chapter 10, pages 219-230, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-41757-4_10
    DOI: 10.1007/978-3-658-41757-4_10
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