Summary New solution selling (part 2)

International sales & procurement



Part 2: new solution selling

Death of a salesman?
 New type of customer: the informed buyer
 Customer behaviour has become unpredictable
 High level of market segmentation
 Complexity of technology increases
 Shift from product to added value

Profile of a modern salesman




Characteristics
 Retain and push-off customers
 Database and knowledge management
 CRM
 Marketing of a product
 Problem solving and “solutions selling”
 Adressing customer needs by offering added value

Role of reponsibilities
 Contribute to revenu and profit
 Implement sales and marketing strategy
 Database and knowledge management
 Self management
 Acquisition
 Relationship management
 Service (and complaints)

The new hybrid sales representative
 Collaboration with customers on strategic level
 Collaboration with the other teams internally (no silos)
 Value creator
 Discovers problems and solutions together with the customer