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Publication
Há mais do que "Social" e "Selling" em Social Selling: analisando o conceito e suas implicações
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| 845.92 KB | Adobe PDF |
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Abstract(s)
O processo de compra evoluiu e com isso surgiu a necessidade de reinventar o processo de vendas. Através de ferramentas e táticas de marketing e vendas, o social selling se apresenta como uma estratégia que apoia a empresa como um todo a se posicionar no início da jornada de compras. Além disso, permite que a empresa retome a influência no processo de tomada de decisão, através de educação dos prospects, construção e fortalecimento de relacionamento baseados na confiança, estratégias de prospecção personalizadas e geração de valor e conteúdo.
Neste âmbito, o presente trabalho tem como objetivo dar notoriedade à um tema ainda pouco explorado em alguns mercados e propor um programa de aplicação da estratégia em empresas, tendo em consideração os princípios básicos do social selling.
The purchase process evolved and with this arose the need to reinvent the sales process. Through marketing and sales tools and tactics, social selling presents itself as a strategy that supports the company as a whole to position itself at the beginning of the buyer’s journey. It also allows the company to retake its influence in the decision-making process, through the education of prospects, building and strengthening relationships based on trust, customized prospecting strategies and generation of value and content. In this context, the objective of this work is to give light to a topic that is still not very well explored in some markets and to propose a program of application of the strategy in companies, taking into account the basic principles of social selling.
The purchase process evolved and with this arose the need to reinvent the sales process. Through marketing and sales tools and tactics, social selling presents itself as a strategy that supports the company as a whole to position itself at the beginning of the buyer’s journey. It also allows the company to retake its influence in the decision-making process, through the education of prospects, building and strengthening relationships based on trust, customized prospecting strategies and generation of value and content. In this context, the objective of this work is to give light to a topic that is still not very well explored in some markets and to propose a program of application of the strategy in companies, taking into account the basic principles of social selling.
Description
Keywords
Marketing Digital Redes Sociais Social selling Inbound marketing Marketing de conteúdo Smarketing Relationship marketing