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The co-creation edgeharnessing big d...

Gouillart, Francis.

The co-creation edgeharnessing big data to transform sales and procurement for business innovation /

紀錄類型:	書目-電子資源 : Monograph/item
正題名/作者:	The co-creation edgeby Francis Gouillart, Bernard Quancard.
其他題名:	harnessing big data to transform sales and procurement for business innovation /
作者:	Gouillart, Francis.
其他作者:	Quancard, Bernard.
出版者:	New York :Palgrave Macmillan US :2016.
面頁冊數:	vii, 186 p. :ill., digital ;24 cm.
Contained By:	Springer eBooks
標題:	Sales management.
電子資源:	http://dx.doi.org/10.1057/978-1-137-52677-9
ISBN:	9781137526779$q(electronic bk.)

The co-creation edgeharnessing big data to transform sales and procurement for business innovation /
Gouillart, Francis.

The co-creation edgeharnessing big data to transform sales and procurement for business innovation /[electronic resource] :by Francis Gouillart, Bernard Quancard. - New York :Palgrave Macmillan US :2016. - vii, 186 p. :ill., digital ;24 cm.

Rapid changes in business along with better informed customers threaten the traditional sales and procurement process. Thousands of sales and procurement people are threatened with extinction, yet all is not destined to be doom and gloom. A new way of partnering between these two roles can, in fact, create significant value for both organizations. Sales and procurement professionals have a bright future ahead of them if they can respond to six trends that the authors have identified in the business-to-business world. Each trend offers an opportunity to develop a new skill for sales and procurement professionals and adopt a new practice. Because these practices are not yet widely adopted as "best practices", the authors coin them "next practices." These trends include: working together to solve complex problems; organizing problem-solving networks across company boundaries; creating processes for live cross-company engagement; facilitating data driven, cross-company interactions fed by digital platforms; providing new personal experiences for individuals and lastly (and most importantly) creating new sources of value for firms. If these trends are adopted by organizations, the ability to co-create means providing significant value to both the sales management team at the supplier and the purchasing management team at the customer. With the alternative being that these job functions will be replaced by web-based or channel-based alternatives that will do most of what they do today at a fraction of the cost. Increasingly, there is no middle ground anymore. SAMs and senior buyers will either evolve into high value-added sales and procurement professionals, or disappear.

ISBN: 9781137526779$q(electronic bk.)

Standard No.: 10.1057/978-1-137-52677-9doiSubjects--Topical Terms:

199447
Sales management.

LC Class. No.: HF5438.4 / .G687 2016

Dewey Class. No.: 658.81

The co-creation edgeharnessing big data to transform sales and procurement for business innovation /
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