On the Experiences of a Tablet-Based Application in Direct Customer Conversations – the Case FRONERI
Type
conference paper
Date Issued
2020-06-03
Author(s)
Abstract
The role of the salesperson in business-to-business is changing; from an advocate and seller of products and services to an advisor and consultant who creates value in dialogue together with the customer. Digital, tablet-based applications support salespeople in such direct customer conversations. What such applications can accomplish, and which factors influence their adoption and usage are explored in this paper, based on a multiyear case study of FRONERI, a joint venture of Nestlé and R&R Ice Cream.
Language
English
Keywords
Sales 3.0
Digital Sales Enablement
Sales Technology
Value Creation
Business-to-Business
HSG Classification
contribution to scientific community
Event Title
14th Global Sales Science Institute Conference (GSSI)
Event Location
Montpellier
Event Date
3 June 2020
Subject(s)
Division(s)
Eprints ID
260120