Returning Lost Elements in the Sales Process: Manum Dare

Richard Mayr ()
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Richard Mayr: University of Latvia/University of Applied Sciences Kufstein

A chapter in Novel Methods and Technologies for Enterprise Information Systems, 2014, pp 19-26 from Springer

Abstract: Abstract The art of selling has undergone tremendous change throughout the years. Information and technology have made sales more efficient but have also negatively affected the customer-salesman relationship. Much of this can be attributed to the barriers built through digitization and the laptop. The tablet brings a new form to present products and share data. The flat surface removes those barriers and facilitates an exchange between customer and seller which has not been easily achieved since the move to laptops. The sense of touch is returning to the sales process after a long hiatus. Future advances in technology should further entice the senses and aim to improve the relationship between customer and salesman.

Keywords: Sales relationship; Sales process; Effects of technological advances in sales; Increasing information in sales; Tablets in sales; 3D printers (search for similar items in EconPapers)
Date: 2014
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Persistent link: https://EconPapers.repec.org/RePEc:spr:lnichp:978-3-319-07055-1_3

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DOI: 10.1007/978-3-319-07055-1_3

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