{"id":309,"date":"2018-11-16T11:31:47","date_gmt":"2018-11-16T11:31:47","guid":{"rendered":"https:\/\/mercuri.be\/insights\/70-van-de-buying-journey-online-dat-biedt-kansen-voor-de-offline-verkoper\/"},"modified":"2018-12-20T10:34:09","modified_gmt":"2018-12-20T10:34:09","slug":"70-du-parcours-dachat-en-ligne-qui-presente-des-opportunites-pour-le-vendeur-hors-ligne","status":"publish","type":"insight","link":"https:\/\/mercuri.be\/fr\/perspectives\/70-du-parcours-dachat-en-ligne-qui-presente-des-opportunites-pour-le-vendeur-hors-ligne\/","title":{"rendered":"70% du parcours d'achat en ligne ? Des opportunit\u00e9s pour le vendeur \"hors ligne\" !"},"content":{"rendered":"<p class=\"wp-block-subhead\">Ces derni\u00e8res ann\u00e9es, des publications paraissent r\u00e9guli\u00e8rement dans lesquelles la profession de vendeur semble condamn\u00e9e. La tendance g\u00e9n\u00e9rale de ces publications est que le client a de moins en moins besoin du vendeur, car tout ce qu'il veut et doit savoir pour prendre une bonne d\u00e9cision d'achat, il peut de plus en plus le trouver en ligne.<\/p>\n\n\n\n<p>Cependant, nous nous sommes pos\u00e9 la question suivante : <em>\"Le client fait-il de plus en plus d'achats en ligne parce qu'il peut y trouver tout ce qu'il cherche ? Ou....le fait-il parce que le vendeur moyen qu'il rencontre n'apporte tout simplement pas assez de valeur ajout\u00e9e ? Il doit donc se rendre en ligne pour chercher ce que le vendeur n'offre pas... ?\"<\/em><br \/>Les r\u00e9sultats de notre enqu\u00eate tendent vers ce dernier point... et cela offre beaucoup d'espoir pour la profession de vendeur !<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">L'\u00e9tude<\/h3>\n\n\n\n<p>Dans cette enqu\u00eate, acheteurs et vendeurs ont \u00e9t\u00e9 invit\u00e9s \u00e0 donner leur avis sur le r\u00f4le du vendeur dans le parcours d'achat de produits et services strat\u00e9giques. Il en ressort un certain nombre de r\u00e9sultats surprenants. Les acheteurs semblent avoir un point de vue diff\u00e9rent de celui des vendeurs sur, par exemple, le moment id\u00e9al du parcours d'achat pour se rencontrer, ou le r\u00f4le de la vente sociale dans ce parcours.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Le s\u00e9minaire <\/h3>\n\n\n\n<p><strong><\/strong>La Hogeschool van Arnhem en Nijmegen (HAN), en collaboration avec Mercuri International et avec le soutien de SMA, NEVI, Hogeschool West-Vlaanderen (HOWEST) et Hogeschool Gent (HOGENT), a partag\u00e9 les r\u00e9sultats de cette recherche lors d'un s\u00e9minaire. Nous avons \u00e9galement explor\u00e9 avec les participants pr\u00e9sents les explications possibles des r\u00e9sultats parfois surprenants.<\/p>\n\n\n\n<p>Vous souhaitez \u00eatre pr\u00e9sent lors d'un prochain s\u00e9minaire ? Prenez contact avec nous<\/p>\n\n\n\n<div class=\"wp-block-button aligncenter\"><a class=\"wp-block-button__link\" href=\"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/11\/70-van-de-buying-journey-online-Kansen-voor-de-offline-verkoper.pdf\">T\u00e9l\u00e9charger\u00a0<br \/>70% du parcours d'achat en ligne ? <br \/>Des opportunit\u00e9s pour les vendeurs \"hors ligne\" !<\/a><\/div>\n\n\n\n<p style=\"text-align:center\"><a href=\"mailto:%20mercuri@mercuri.nl\">Courriel : info@mercuri.be<\/a><\/p>\n\n\n\n<p style=\"text-align:center\"><a href=\"tel:+32%20(0)2 245 02 40\">Tel : +32 (0)2 245 02 40<\/a><\/p>\n\n\n\n<div class=\"wp-block-button aligncenter\"><a class=\"wp-block-button__link\" href=\"https:\/\/mercuri.be\/fr\/contact\/\">Aidez-moi<\/a><\/div>\n\n\n\n<ul class=\"wp-block-gallery alignfull columns-1 is-cropped wp-block-gallery-1 is-layout-flex wp-block-gallery-is-layout-flex\"><li class=\"blocks-gallery-item\"><figure><img loading=\"lazy\" decoding=\"async\" width=\"2000\" height=\"1312\" src=\"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/sales-negotiation-2.jpeg\" alt=\"\" class=\"wp-image-1194\" srcset=\"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/sales-negotiation-2.jpeg 2000w, https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/sales-negotiation-2-300x197.jpeg 300w, https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/sales-negotiation-2-768x504.jpeg 768w, https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/sales-negotiation-2-1024x672.jpeg 1024w, https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/sales-negotiation-2-600x394.jpeg 600w\" sizes=\"(max-width: 2000px) 100vw, 2000px\" \/><\/figure><\/li><\/ul>","protected":false},"excerpt":{"rendered":"<p>Wij vroegen ons echter het volgende af: \u201cDoet de klant steeds meer online omdat daar alles te vinden is wat<\/p>","protected":false},"featured_media":1194,"parent":0,"template":"","meta":{"_acf_changed":false,"_eb_attr":"","form_id":"","editor_notices":[]},"insight-cat":[22],"insight-tag":[25,31,30],"class_list":["post-309","insight","type-insight","status-publish","has-post-thumbnail","hentry","insight-cat-whitepaper","insight-tag-sales","insight-tag-topverkoper","insight-tag-verkopen"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>70% van de buying journey online? Kansen voor de &#039;offline&#039; verkoper! - Mercuri Belgium<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/mercuri.be\/fr\/perspectives\/70-du-parcours-dachat-en-ligne-qui-presente-des-opportunites-pour-le-vendeur-hors-ligne\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"70% van de buying journey online? 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