Jusqu'\u00e0 pr\u00e9sent, le succ\u00e8s de nombreuses entreprises de taille moyenne repose principalement sur une croissance lin\u00e9aire dans leurs secteurs respectifs. Mais que se passe-t-il lorsque la croissance n'est pas au rendez-vous ? <\/p>\n\n\n\n
Les techniques de vente classiques ne suffisent alors plus gu\u00e8re pour gagner de nouveaux clients et de nouvelles commandes. Parall\u00e8lement, le portefeuille SAP \u00e9volue rapidement et la pertinence de l'expertise SAP classique diminue. C'est pourquoi les sp\u00e9cialistes de la vente qui r\u00e9ussissent passent de plus en plus de l'explication du produit \u00e0 la compr\u00e9hension du client.<\/p>\n\n\n\n
Dans ce contexte, des experts de la vente issus de l'\u00e9cosyst\u00e8me SAP aborderont le 20 f\u00e9vrier \u00e0 Walldorf la gestion pratique des d\u00e9fis de la vente en p\u00e9riode de ralentissement de la croissance \u00e9conomique. <\/p>\n\n\n\n
L'atelier \"Vente professionnelle avec la m\u00e9thode \u00e9prouv\u00e9e du cycle de vente\", organis\u00e9 par l'International Association for SAP Partners (IA4SP), se concentre sur l'identification structur\u00e9e des porteurs de besoins sur le march\u00e9 cible, la communication marketing efficace des messages cl\u00e9s orient\u00e9s vers les b\u00e9n\u00e9fices, la qualification m\u00e9thodique des potentiels, la gestion transparente du pipeline, la pr\u00e9sentation convaincante, la communication gagnante ainsi qu'une grande s\u00e9curit\u00e9 de conclusion. <\/p>\n\n\n\n
Il s'agit \u00e9galement de savoir comment les entreprises en g\u00e9n\u00e9ral et les commerciaux en particulier peuvent gagner de nouveaux clients et de nouvelles commandes gr\u00e2ce \u00e0 la vente de valeur (passage du rapport qualit\u00e9-prix au rapport qualit\u00e9-prix).<\/p>","protected":false},"excerpt":{"rendered":"
Pour gagner de nouveaux clients, la mise en r\u00e9seau actuelle des entreprises ne suffit gu\u00e8re. Ce qu'il faut, ce sont des comp\u00e9tences professionnelles en mati\u00e8re de vente.<\/p>","protected":false},"author":38,"featured_media":65093,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"pmpro_default_level":"","footnotes":""},"categories":[2,37274],"tags":[473],"coauthors":[19920],"class_list":["post-65091","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sap-nachrichten","category-mag-2002","tag-ia4sp","pmpro-has-access"],"acf":[],"featured_image_urls_v2":{"full":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"thumbnail":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-150x150.jpg",150,150,true],"medium":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",400,180,false],"medium_large":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-768x346.jpg",768,346,true],"large":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"image-100":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-100x45.jpg",100,45,true],"image-480":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-480x216.jpg",480,216,true],"image-640":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-640x288.jpg",640,288,true],"image-720":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-720x324.jpg",720,324,true],"image-960":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-960x432.jpg",960,432,true],"image-1168":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"image-1440":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"image-1920":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"1536x1536":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"2048x2048":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"trp-custom-language-flag":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",18,8,false],"bricks_large_16x9":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"bricks_large":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"bricks_large_square":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"bricks_medium":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",600,270,false],"bricks_medium_square":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",600,270,false],"profile_24":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-24x24.jpg",24,24,true],"profile_48":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-48x48.jpg",48,48,true],"profile_96":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-96x96.jpg",96,96,true],"profile_150":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-150x150.jpg",150,150,true],"profile_300":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-300x300.jpg",300,300,true]},"post_excerpt_stackable_v2":"
F\u00fcr die Gewinnung neuer Kunden reicht die bisherige Vernetzung von Unternehmen kaum aus. Gefragt sind professionelle Vertriebskompetenzen.<\/p>\n","category_list_v2":"Community Nachrichten<\/a>, MAG 20-02<\/a>","author_info_v2":{"name":"Magazine E-3","url":"https:\/\/e3mag.com\/fr\/author\/e-3-magazin\/"},"comments_num_v2":"0 commentaire","_links":{"self":[{"href":"https:\/\/e3mag.com\/fr\/wp-json\/wp\/v2\/posts\/65091","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/e3mag.com\/fr\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/e3mag.com\/fr\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/e3mag.com\/fr\/wp-json\/wp\/v2\/users\/38"}],"replies":[{"embeddable":true,"href":"https:\/\/e3mag.com\/fr\/wp-json\/wp\/v2\/comments?post=65091"}],"version-history":[{"count":0,"href":"https:\/\/e3mag.com\/fr\/wp-json\/wp\/v2\/posts\/65091\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/e3mag.com\/fr\/wp-json\/wp\/v2\/media\/65093"}],"wp:attachment":[{"href":"https:\/\/e3mag.com\/fr\/wp-json\/wp\/v2\/media?parent=65091"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/e3mag.com\/fr\/wp-json\/wp\/v2\/categories?post=65091"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/e3mag.com\/fr\/wp-json\/wp\/v2\/tags?post=65091"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/e3mag.com\/fr\/wp-json\/wp\/v2\/coauthors?post=65091"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}