Paul Writer launches SAP Think Tank ,
Video interview series with Head of Sales highlighting best practices

Sumanta Ray,
CMO,
Narayana Health Hospitals & Healthcare

On the changing role of sales to adapt to the digital age…

Today the customer is more aware in the digital age, there is more information. So the customers typically are moving from passive to active and with all this information available they are making a lot of decisions ahead of the actual selling point. For example, the people who are going ahead and purchasing electronics and other items in multi-brand or single brand retail stores- have shifted to digital e-commerce sites. So the people who are going out and actually buying are doing all the research before they actually come into the store. The entire buying behaviour is changing so accordingly the entire sales structure and the way sales has been done over the years is undergoing a paradigm shift.

“The people who are going out and actually buying are doing all the research before they actually come into the store. The entire buying behaviour is changing so accordingly the entire sales structure and the way sales has been done over the years is undergoing a paradigm shift.”

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