{"id":334,"date":"2018-11-16T11:31:56","date_gmt":"2018-11-16T11:31:56","guid":{"rendered":"https:\/\/mercuri.be\/insights\/staat-de-verkoper-als-bron-van-informatie-onder-druk\/"},"modified":"2019-02-05T11:31:14","modified_gmt":"2019-02-05T11:31:14","slug":"le-vendeur-en-tant-que-source-dinformation-est-sous-pression","status":"publish","type":"insight","link":"https:\/\/mercuri.be\/fr\/perspectives\/le-vendeur-en-tant-que-source-dinformation-est-sous-pression\/","title":{"rendered":"Le vendeur est-il une source d'information sous pression ?"},"content":{"rendered":"

La source de cette information est une \u00e9tude du Benelux(*) sur l'\u00e9volution des contacts personnels entre les acheteurs et les vendeurs de produits alimentaires. strat\u00e9gique<\/strong> produits et services.<\/p>\n\n\n\n

Lorsqu'on leur demande quelles sont les sources d'information actuellement utilis\u00e9es par les acheteurs, ces derniers indiquent sans surprise que Google est important. Il en va de m\u00eame pour les r\u00e9seaux personnels et les \u00e9v\u00e9nements tels que les salons et les s\u00e9minaires.<\/p>\n\n\n\n

Une diff\u00e9rence frappante entre acheteurs et vendeurs concerne l'utilisation des m\u00e9dias sociaux comme source d'information : plus de 81% des vendeurs indiquent qu'ils s'attendent \u00e0 ce que les acheteurs utilisent ces m\u00e9dias sociaux comme source d'information, alors que les acheteurs eux-m\u00eames ne l'indiquent que dans \"seulement\" 56% des cas. Pour la Belgique, cette diff\u00e9rence est encore plus importante (89% contre 27%).<\/p>\n\n\n

\n
\"Le<\/figure><\/div>\n\n\n

La diff\u00e9rence entre acheteurs et vendeurs est \u00e9galement frappante en ce qui concerne le vendeur lui-m\u00eame en tant que source d'information : les vendeurs indiquent dans \"seulement\" 74% des cas qu'ils sont consid\u00e9r\u00e9s comme une source d'information par l'acheteur, alors que les acheteurs eux-m\u00eames l'indiquent dans 94% des cas.<\/p>\n\n\n\n

Dans cinq ans<\/h3>\n\n\n\n

Une diff\u00e9rence importante concerne l'utilisation pr\u00e9vue des m\u00e9dias sociaux dans 5 ans. Bien que la majorit\u00e9 (64%) des acheteurs disent s'attendre \u00e0 utiliser davantage les m\u00e9dias sociaux, ils sont beaucoup plus prudents \u00e0 cet \u00e9gard que les vendeurs interrog\u00e9s : 81% d'entre eux s'attendent \u00e0 ce que les acheteurs les utilisent davantage au cours des cinq prochaines ann\u00e9es. Seuls 36% des acheteurs flamands pr\u00e9voient de commencer \u00e0 utiliser davantage les m\u00e9dias sociaux.
Une deuxi\u00e8me diff\u00e9rence frappante concerne le r\u00f4le que les salons et les s\u00e9minaires joueront en tant que source d'information pour les acheteurs dans cinq ans. De nombreux vendeurs (44%) pensent que les acheteurs utiliseront moins cette source, alors que \"seulement\" 14% des acheteurs eux-m\u00eames l'indiquent. En effet, 30% des acheteurs s'attendent \u00e0 l'utiliser davantage dans cinq ans. Pour en savoir plus et t\u00e9l\u00e9charger le r\u00e9sum\u00e9 des r\u00e9sultats de l'enqu\u00eate ici<\/a><\/strong>.
(*) Une \u00e9tude men\u00e9e par la Hogeschool van Arnhem en Nijmegen (HAN) en collaboration avec Mercuri International et avec le soutien de la SMA, NEVI, Hogeschool West-Vlaanderen (HOWEST) et Hogeschool Gent (HOGENT) en 2017.<\/em> \u00a0 \u00a0 \u00a0 \u00a0 Suivez-nous sur linkedIn <\/a>Se tenir au courant des derni\u00e8res \u00e9volutions dans le domaine de la vente et de la gestion des ventes.
<\/p>\n\n\n\n

Courriel : info@mercuri.be<\/a><\/p>\n\n\n\n

T\u00e9l : +32 2 245 02 40<\/a><\/p>\n\n\n\n

Aidez-moi<\/a><\/div>\n\n\n\n
  • \"\"<\/figure><\/li><\/ul>","protected":false},"excerpt":{"rendered":"

    Op de vraag welke informatiebronnen aankopers momenteel gebruiken bij het inwinnen van informatie geven inkopers weinig verrassend aan dat Google<\/p>","protected":false},"featured_media":1470,"parent":0,"template":"","meta":{"_acf_changed":false,"_eb_attr":"","form_id":"","editor_notices":[]},"insight-cat":[22],"insight-tag":[25,56,36,31,45,30],"class_list":["post-334","insight","type-insight","status-publish","has-post-thumbnail","hentry","insight-cat-whitepaper","insight-tag-sales","insight-tag-social-media","insight-tag-social-selling","insight-tag-topverkoper","insight-tag-training","insight-tag-verkopen"],"acf":[],"yoast_head":"\nStaat de verkoper als bron van informatie onder druk ? - 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\/le-vendeur-en-tant-que-source-dinformation-est-sous-pression\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Staat de verkoper als bron van informatie onder druk ? 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