Author: Luis Raimundo Schwab
The world of B2B business has changed. The purchasing area has changed. And the sales segment is facing a huge challenge to adapt to the current competitive context. Customer focus is the core business issue, but this logic has not always been translated into the sales activity. This book was written for entrepreneurs, directors, sales managers, salespeople, higher education and post-graduation students, with the purpose of presenting sales management in a customer centricity logic, deeply integrated with the other functional areas of the company. It combines essential elements of theory with sales practice, also suggesting paths to follow in a hyper-dynamic business context, influenced by technology and Covid-19.