{"id":129370,"date":"2023-02-17T12:24:03","date_gmt":"2023-02-17T12:24:03","guid":{"rendered":"https:\/\/raed.academy\/?p=129370"},"modified":"2023-02-20T10:27:35","modified_gmt":"2023-02-20T10:27:35","slug":"la-venda-hibrida","status":"publish","type":"post","link":"https:\/\/raed.academy\/ca\/la-venda-hibrida\/","title":{"rendered":"La venda h\u00edbrida. Venda consultiva en un m\u00f3n presencial i virtual"},"content":{"rendered":"<p><img loading=\"lazy\" decoding=\"async\" class=\"alignleft wp-image-129380\" src=\"https:\/\/raed.academy\/wp-content\/uploads\/2023\/02\/libro-Cosimo-Chiesa-La-venta-hibrida-Venta-consultiva-en-un-mundo-presencial-y-virtual.webp\" alt=\"\" width=\"240\" height=\"380\" \/><a href=\"https:\/\/raed.academy\/ca\/academics\/dr-cosimo-chiesa-de-negri\/\" target=\"_blank\" rel=\"noopener\"><em><strong>Cosimo Chiesa<\/strong><\/em><\/a>, professor de M\u00e0rqueting i Vendes de l&#8217;<strong>Escola de Negocis IESE-Universitat de Navarra<\/strong> des del 1978, president de la consultora <strong>Barna Consulting Group<\/strong> i acad\u00e8mic numerari de la <strong>Reial Acad\u00e8mia Europea de Doctors-Barcelona 1914<\/strong> (RAED) presenta el llibre <strong>&#8220;La venta h\u00edbrida. Venta consultiva en un mundo presencial y virtual&#8221;<\/strong> (Plataforma editorial), que ha escrit juntament amb <strong>Rafael Salazar<\/strong>, professor de Direcci\u00f3 Comercial al <strong>M\u00e0ster of Business Engineering<\/strong> (MBE) de la <strong>Universitat de Barcelona<\/strong> i investigador del Departament de M\u00e0rqueting d&#8217;IESE.<\/p>\n<p>&#8220;El constant desenvolupament de les noves tecnologies est\u00e0 donant pas a un nou model de compra i venda molt m\u00e9s complex. El nou client, en aquest marc de digitalitzaci\u00f3, est\u00e0 cada cop m\u00e9s informat, \u00e9s m\u00e9s exigent i ha canviat la manera d&#8217;adquirir productes i de relacionar-se amb els venedors. Aquesta nova necessitat de fer front amb \u00e8xit a les expectatives del comprador est\u00e0 exigint el disseny d&#8217;estrat\u00e8gies i t\u00e8cniques de venda consultiva no sols presencials, sin\u00f3 tamb\u00e9 digitals, tot aix\u00f2 implica enormes avantatges, i s\u00ed, tamb\u00e9 grans dificultats, per als nostres equips comercials, la qual cosa obliga tots els professionals dedicats a la venda a transformar-se en venedors h\u00edbrids. Ja no \u00e9s una opci\u00f3 que s\u00e0piguen desenvolupar-se amb \u00e8xit en tots els entorns i entenguin l&#8217;omnicanalitat, ja que no fer-ho ja \u00e9s un desavantatge competitiu molt serios&#8221;, assenyalen els autors en la introducci\u00f3 de l&#8217;obra.<\/p>\n<div id=\"attachment_100596\" style=\"width: 370px\" class=\"wp-caption alignright\"><img loading=\"lazy\" decoding=\"async\" aria-describedby=\"caption-attachment-100596\" class=\"wp-image-100596\" src=\"https:\/\/raed.academy\/wp-content\/uploads\/2021\/03\/Cosimo-Chiesa-de-Negri-dstNtc.jpeg\" sizes=\"(max-width: 360px) 100vw, 360px\" srcset=\"https:\/\/raed.academy\/wp-content\/uploads\/2021\/03\/Cosimo-Chiesa-de-Negri-dstNtc.jpeg 500w, https:\/\/raed.academy\/wp-content\/uploads\/2021\/03\/Cosimo-Chiesa-de-Negri-dstNtc-440x264.jpeg 440w\" alt=\"Cosimo Chiesa de Negri\" width=\"360\" height=\"216\" aria-describedby=\"caption-attachment-100596\" \/><p id=\"caption-attachment-100596\" class=\"wp-caption-text\">Dr. Cosimo Chiesa<\/p><\/div>\n<p><strong>Chiesa<\/strong> i <strong>Salazar<\/strong>, profunds coneixedors del m\u00f3n comercial, analitzen al llibre les claus del cam\u00ed cap a una venda consultiva h\u00edbrida i realitzen un autodiagn\u00f2stic del disseny, desenvolupament i lideratge eix de l&#8217;estrat\u00e8gia comercial de les empreses del futur. L&#8217;obra es presenta com una lectura pr\u00e0ctica per a tots aquells professionals de vendes que busquin noves maneres de treballar en un moment de profunds canvis al sector i apropar-se als seus clients des d&#8217;una nova \u00f2ptica.<\/p>\n<p>Els dos experts articulen l&#8217;obra com una guia senzilla i pr\u00e0ctica en qu\u00e8 reflexionen sobre el nou concepte de valor, les limitacions i oportunitats de l&#8217;actual crisi, l&#8217;excel\u00b7l\u00e8ncia comercial i la fidelitzaci\u00f3 de clients, el nou paper del director de vendes a l&#8217;\u00e8poca post-covid, el cam\u00ed cap a la venda consultiva, el lideratge d&#8217;equips digitals, la comprensi\u00f3 del nou entorn, els eixos del lideratge h\u00edbrid o l&#8217;autodiagn\u00f2stic de l&#8217;estrat\u00e8gia, entre altres aspectes del nou paradigma comercial i de consum.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Cosimo Chiesa presenta el llibre &#8220;La venta h\u00edbrida. Venta consultiva en un mundo presencial y virtual&#8221;, que ha escrit juntament amb Rafael Salazar<\/p>\n","protected":false},"author":12,"featured_media":129384,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"categories":[466,233],"tags":[],"class_list":["post-129370","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-destacat","category-economiques-i-empresarials","et-has-post-format-content","et_post_format-et-post-format-standard"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>La venda h\u00edbrida. Venda consultiva en un m\u00f3n presencial i virtual - Reial Acad\u00e8mia Europea de Doctors<\/title>\n<meta name=\"description\" content=\"Cosimo Chiesa presenta el llibre &quot;La venta h\u00edbrida. 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