A Review of Social Media and Implications for the Sales Process
Does social media contribute to the selling process?
What is social media?
What is the role of social media in the sales force?
Positive?
Kaplan and Haenlein (2010)
several categories of social media applications each with unique functions
Techniques
How can social media can expedite the close of a sale
?
Reporting
Types of social media and their roles:
in business-to-business
(B2B) versus
business-to-consumer (B2C) environments.
Facebook
Twitter
Foursquare
What are the different stages of the sales force?
Negatives?
Blogs
Linkedin Surveys
Tweets
YouTube Channel
Enrich or add value to earlier stages of the sale
Companies must listen to their customers !
Engagement and building the brand
Areas of research?
Data Collection
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A Review of Social Media and Implications for the Sales Proc
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