B2b Sales Of German Small And Medium Sized Enterprises Challenges In Cross Border Sales Within The Context Of German French Business Relationships
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B2b Sales Of German Small And Medium Sized Enterprises Challenges In Cross Border Sales Within The Context Of German French Business Relationships
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Author : Yves Scheffler
language : en
Publisher: Anchor Academic Publishing
Release Date : 2018
B2b Sales Of German Small And Medium Sized Enterprises Challenges In Cross Border Sales Within The Context Of German French Business Relationships written by Yves Scheffler and has been published by Anchor Academic Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018 with Business & Economics categories.
For decades Germany and France have been forming the core of the European Union. They generate about 40 per cent of total economic output in the Euro Zone. Nowhere else, there does exist such an intense relationship between neighbouring economies like between these two countries. Those links go far beyond external trade relations and are targeted towards mutual business cooperation. In the light of globalisation, a rising number of competitors, increasing customer demands and short product life cycles, cross-national commerce are of great importance for German Small and Medium-sized Enterprises (SMEs) – particularly in the B2B sector. Sales is often tagged as an enterprise’s figurehead. It is responsible for determining whether a manufacturer effectively conveys its capabilities to the B2B customer. To date, there exists no single reference book covering all four topics of this paper’s headline: B2B, SMEs, sales and Franco-German business relationships. The ongoing literature is mainly focussed on large firms. The subject of international sales has hardly been investigated, yet. Apart from the sales excellence approach, there are few selling models for corporate practice. The lack of sales expertise both in theory and practise is thus not the ideal prerequisite for succeeding on a cross-border scale. This study addresses sales challenges of German SMEs with its trading partner France in the B2B sector. It should be stressed that the focus is on SMEs from Germany only. The company size of French business partners does not play a role in this context. The acquisition-related part of sales (selling) is highlighted while the physical component (distribution) is secondary within the framework of this assignment. In consequence, the central question is to figure out what kind of challenges German SMEs must face when exerting B2B sales activities in France. A related sub-issue is defined as follows: “Which type of challenge has the greatest impact on cross-border sales operations in France?” The declared purpose of this study is to answer the above-mentioned queries. Following the acquired basic knowledge this is done through an empirical survey. Furthermore, it is targeted to provide recommendations in order to enhance sales efficiency and effectiveness of German SMEs.
The Future Of Sales In The B2b Software Industry The Digitalization Of Sales In German Small And Medium Sized Enterprises
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Author : Tim Schick
language : en
Publisher: GRIN Verlag
Release Date : 2023-08-22
The Future Of Sales In The B2b Software Industry The Digitalization Of Sales In German Small And Medium Sized Enterprises written by Tim Schick and has been published by GRIN Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-08-22 with Business & Economics categories.
Master's Thesis from the year 2022 in the subject Business economics - Trade and Distribution, grade: 1,3, European School of Business Reutlingen, language: English, abstract: In addition to an overview of the most relevant trends and the most promising digital methods as well as tools for sales, this master thesis will provide insights into the practical aspects of Digital Sales. A particular focus will be placed on the relevance and influence of Digital Leadership in the context of necessary change management regarding the digitalization of sales. Across all industries, digitalization leads to sustainable structural changes for companies of all sizes. New business models are emerging, existing business models are changing fundamentally or are even disappearing altogether. Hardly any business area is spared from disruptive change. Therefore, also customer management and sales constantly face new challenges and opportunities. Familiar processes and methods have to be reassessed radically to ensure ongoing success. Companies have to learn to adapt their customer management to changing requirements. They cannot hope that customers will continue to move towards providers as they have in the past. This has profound consequences for sales. Existing processes have to change, salespeople have to adapt their’ skills and competencies to shifting customer expectations, and organizations have to review their structures. Companies that do not address the digital market changes today will not survive in the future. In contrast to U.S.-based companies, German companies have been hesitant to deal with the digitalization of sales so far. Business was excellent and sales were continuously successful. Thus, there was little need to change the status quo, especially in small and medium-sized enterprises (SMEs). However, the COVID-19 pandemic abruptly changed business life. The entire sales cycle suddenly needed a redesign, from customer acquisition to customer service. Ultimately, the pandemic began to change sales processes in German SMEs, and with that, also the mindset towards the digitalization of sales. Nevertheless, companies are still struggling to change. The vast number of options for optimizing sales processes seems unlimited. Which sales processes should companies digitize, and which should stay as they are? Which aspects are critical to the success of effective sales management? Who should be the initiator and motivator for digitalization measures in sales? Moreover, are the necessary skills and competencies even available?
Insead Case Bibliography
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Author :
language : en
Publisher:
Release Date : 2003
Insead Case Bibliography written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003 with Business categories.
Enhancing The Role Of Smes In Global Value Chains
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Author : OECD
language : en
Publisher: OECD Publishing
Release Date : 2008-10-23
Enhancing The Role Of Smes In Global Value Chains written by OECD and has been published by OECD Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008-10-23 with categories.
This report identifies the ways in which governments, the business community, and international organisations can facilitate SMEs’ gainful participation in global value chains through policies, practices and targeted support programmes.
Serving The Customer
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Author : Thomas Aichner
language : en
Publisher: Springer Nature
Release Date : 2023-01-01
Serving The Customer written by Thomas Aichner and has been published by Springer Nature this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-01-01 with Business & Economics categories.
This book examines key aspects of selling and the sale of goods and services in B2C and B2B. Renowned scholars and practitioners contributed their expertise with a wide range of articles about how to serve customers and the role of selling and sales. Their research results and practical experiences can be used as a basis for further research as well as implemented by small, medium-sized and globally operating companies. The 13 chapters are organized in four parts, starting with (I) value creation and selling services, followed by (II) business negotiations and sales in B2B, (III) using technology and innovation to increase sales and study consumers, and finishing with two chapters about sales competencies on the one hand and a critical piece about consumption on the other hand under (IV) selling more or consuming less?The European perspective adopted in the book provides both international researchers and entrepreneurs, as well as those already working in Europe, with a better understanding of the market and the dynamics in the consumer and business sectors. Excerpt from the content The meaning of value creation and value-in-use in selling services The vital role of pricing, customer participation, and the responsibilities of front-line employees How to negotiate the sale in B2B and purchase of three distinct types of business services How, why, and under which circumstances retailers are considering machine learning forecasting methods to increase sales Proposal for an autonomous consumer business, which is about fully automating transactions between a seller and a buyer How the Net Promoter Score works and why it can be both beneficial but also viewed skeptically Which specific competencies sales professionals must possess to succeed and sell well The downsides and threats of our economic system with a single-minded focus on the growth of sales or revenues
Born Global Firms
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Author : S. Tamer Cavusgil
language : en
Publisher: Business Expert Press
Release Date : 2009-08-01
Born Global Firms written by S. Tamer Cavusgil and has been published by Business Expert Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-08-01 with Business & Economics categories.
This book helps managers and scholars understand the born-global phenomenon. We offer a comprehensive treatment of born globals, from distinctive features of these companies, to strategies that they use for international success, to implications of the phenomenon for international small- and medium-sized enterprises. We review useful theories and frameworks, as well as introduce a new field based on the born-global phenomenon - international entrepreneurship.
Identify Potential Countries For A Market Entry With A Sales Organisation
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Author : Sasha Petschnig
language : en
Publisher: GRIN Verlag
Release Date : 2008-07-28
Identify Potential Countries For A Market Entry With A Sales Organisation written by Sasha Petschnig and has been published by GRIN Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008-07-28 with Business & Economics categories.
Master's Thesis from the year 2008 in the subject Business economics - Offline Marketing and Online Marketing, grade: 1,6, Leeds Metropolitan University, language: English, abstract: In a fast changing environment companies are forced to act so – namely fast. If a company grows, sooner or later the domestic market becomes too small. Then the company has to enter a new market to achieve sustainable growth. According to the experience of the author some companies decide rather on emotions than on facts. Especially small and medium-sized enterprises do not have the resources to invest a lot of money into market research or for expensive consultants. A logical consequence could be that SME invest in countries without checking the critical measurements which then leads to a waste of time, resources and money. If such companies do not have a stable financial foundation it can lead therefore to critical economic difficulties. The output of this project is a guideline especially for small and mediumsized enterprises. The author conducted interviews with internationally operating companies to get some practical best practise expertise. Not only the analysed key figures are an output of the interviews but also the interpretation of them and how a company has acquired them. Very often the problem is to get the right and reliable information for a market. In a second stage literature is introduced into the guideline to get a mixture of both – practical but also academic inputs. With the present project a SME gets an impression what happens in internationally operating companies but also a choice of tools to verify future market entry intentions.
Digital And Social Media Marketing
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Author : Nripendra P. Rana
language : en
Publisher: Springer Nature
Release Date : 2019-11-11
Digital And Social Media Marketing written by Nripendra P. Rana and has been published by Springer Nature this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-11-11 with Business & Economics categories.
This book examines issues and implications of digital and social media marketing for emerging markets. These markets necessitate substantial adaptations of developed theories and approaches employed in the Western world. The book investigates problems specific to emerging markets, while identifying new theoretical constructs and practical applications of digital marketing. It addresses topics such as electronic word of mouth (eWOM), demographic differences in digital marketing, mobile marketing, search engine advertising, among others. A radical increase in both temporal and geographical reach is empowering consumers to exert influence on brands, products, and services. Information and Communication Technologies (ICTs) and digital media are having a significant impact on the way people communicate and fulfil their socio-economic, emotional and material needs. These technologies are also being harnessed by businesses for various purposes including distribution and selling of goods, retailing of consumer services, customer relationship management, and influencing consumer behaviour by employing digital marketing practices. This book considers this, as it examines the practice and research related to digital and social media marketing.
The Role Of Digital Platforms In The Collection Of Vat Gst On Online Sales
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Author : OECD
language : en
Publisher: OECD Publishing
Release Date : 2019-06-20
The Role Of Digital Platforms In The Collection Of Vat Gst On Online Sales written by OECD and has been published by OECD Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-06-20 with categories.
This report provides practical guidance to tax authorities on the design and implementation of a variety of solutions for digital platforms, including e-commerce marketplaces, in the effective and efficient collection of VAT/GST on the digital trade of goods, services and intangibles. In particular, it includes new measures to make digital platforms liable for the VAT/GST on sales made by online traders through these platforms, along with other measures including data sharing and enhanced co-operation between tax authorities and digital platforms.
Customer Centric Business Models Two Steps Beyond Customer Relation Management
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Author : Thomas Rolf
language : en
Publisher: GRIN Verlag
Release Date : 2004-01-28
Customer Centric Business Models Two Steps Beyond Customer Relation Management written by Thomas Rolf and has been published by GRIN Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004-01-28 with Business & Economics categories.
Master's Thesis from the year 2003 in the subject Business economics - Marketing, Corporate Communication, CRM, Market Research, Social Media, University of Applied Sciences Ludwigshafen (MBA International Management Consulting - University of Ludwigshafen, University of Lincoln), course: MBA, 82 entries in the bibliography, language: English, abstract: The submitted dissertation critically discusses business models in the context of customer dimensions under uncertain market conditions. The following questions summarise the fields of investigation: • How do business models adapt to rapidly changing and buyer driven markets? • What are the next two steps after Customer Relationship Management? • Can the gap in the process chain between ‘Customer Relation Management’ and ‘Sup- ply Chain Management’ be bridged and how? • How can a method be developed in order to measure the current customer orientation of a company and to compare companies among each other? • Are customer oriented companies more profitable? As a deductive research approach is used, beneath a small number of inductive elements, an investigation in both secondary and primary data is imperative. Subsequently a critical review of related literature along with a supporting inquiry is part of the dissertation. The scope of the work includes background information, the discussion of future business models as well as an empiric impression of ‘customer orientation’ in German small and me- dium sized enterprises. The most significant conclusions can be recapitulated as follows: • Simple customer orientation can lead to less innovation, furthermore to unprofitable business and in the worst case to the elimination of a company. • Customer oriented strategy is about building processes that are able to react to any en- vironmental or economical modification as fast as possible • The evolution of Customer Relation Management will lead to new customer driven and pulled business models, including innovative measurement methods like ‘Return on Customer’ • The gap between Customer Relation Management and Supply Chain Management will in all probability be bridged, new concepts (e.g. Customer Chain Management) will represent this task • A ‘balanced’ Customer Centric Index, developed as a benchmark instrument as part of the dissertation, shows that only a third of the examined companies can be interpreted as ‘customer oriented’, on the other hand ‘Sales & Marketing’ is regarded as the initial and most influencing process. • A statistical connection between ‘being customer oriented’ and ‘profit’ could not be proved • As a surprising and unintentional result the survey revealed that focusing on a small market (niche) is, at least for SME, a more profitable business. [...]