The Project
Industrial sales in transition
Whether mechanical and plant engineering, electrical and information technology or the raw materials business, all technical industries are undergoing rapid change on the customer and sales side as a result of advancing digitalization.
The DIGITAL SALES ENGINEER project aims to empirically analyze the possible developments in the B2B technical sales job profile and develop corresponding recommendations for action.
The DIGITAL SALES ENGINEER project aims to empirically analyze the possible developments in the B2B technical sales job profile and develop corresponding recommendations for action.
Industrial sales in times of digitalization
Expertise requirements for technical business-to-business (B2B) sales as a result of the digital transformation
The expectations of B2B customers in the technical market environment are becoming increasingly similar to those of B2C customers. Constant availability (24/7), fast response times and the demand for sustainable solutions characterize the new customer journey in B2B sales for technical goods and services.
The purpose of this study is to investigate the impact of digital transformation on employees in industrial sales and which skills are required today and in the future. In addition, this thesis explores the key success factors in technical industrial sales.