{"id":6080,"date":"2016-05-04T08:00:10","date_gmt":"2016-05-04T07:00:10","guid":{"rendered":"https:\/\/academy.visiplus.com\/blog\/?p=6080"},"modified":"2018-03-16T15:32:30","modified_gmt":"2018-03-16T14:32:30","slug":"etude-forrester-le-commerce-signe-la-suppression-d1-million-de-postes-commerciaux-b2b-dici-2020","status":"publish","type":"post","link":"https:\/\/academy.visiplus.com\/blog\/emploi-2\/etude-forrester-le-commerce-signe-la-suppression-d1-million-de-postes-commerciaux-b2b-dici-2020-2016-05-04","title":{"rendered":"Etude Forrester : L\u2019e-commerce signe la suppression d\u20191 million de postes commerciaux B2B d\u2019ici 2020"},"content":{"rendered":"<p>Commercial B2B\u00a0: une esp\u00e8ce en voie de disparition\u00a0? Il semblerait ! Selon un rapport pr\u00e9sent\u00e9 par Forrester, un million de commerciaux B2B seront licenci\u00e9s en raison des innovations technologiques d\u2019ici 2020\u00a0! Retour sur cette \u00e9tude signant la fin d\u2019un mod\u00e8le de vente.<\/p>\n<p>En analysant les donn\u00e9es du bureau am\u00e9ricain des statistiques du travail, <a href=\"https:\/\/www.forrester.com\/report\/Death+Of+A+B2B+Salesman\/-\/E-RES122288\" target=\"_blank\">Forrester<\/a> dresse un bilan sans \u00e9quivoque\u00a0: 1 million de postes de commerciaux B2B auront disparu d\u2019ici 2020, au pr\u00e9judice du commerce en ligne.<\/p>\n<p><b>On n\u2019arr\u00eate pas le progr\u00e8s <\/b><\/p>\n<p>Aux \u00c9tats-Unis comme dans l\u2019hexagone, l&rsquo;impact des technologies sur les comportements des consommateurs se fait plus que jamais sentir. Le rapport d\u00e9montre \u00e0 ce propos, l\u2019importance des canaux de vente digitaux, que ce soit pour informer les \u00be des consommateurs concern\u00e9s (via les r\u00e9seaux sociaux notamment) ou pour les accompagner dans leur acte d\u2019achat sur internet, au d\u00e9triment des traditionnelles m\u00e9thodes de ventes B2B.<\/p>\n<p><i>\u00a0\u00ab\u00a0Bien que le comportement des acheteurs B2B ait consid\u00e9rablement chang\u00e9 au cours des derni\u00e8res ann\u00e9es, l&rsquo;activit\u00e9 commerciale B2B n\u2019a pas \u00e9volu\u00e9. Les entreprises B2B forcent encore la plupart des acheteurs \u00e0 interagir avec les repr\u00e9sentants de ventes pour en apprendre davantage sur les prix des produits ou de compl\u00e9ter le processus d&rsquo;achat, en d\u00e9pit du fait que les acheteurs B2B pr\u00e9f\u00e8rent dor\u00e9navant les pratiques de l\u2019e-commerce\u00a0\u00bb<\/i> d\u00e9clare alors Andy Hoar, analyste chez Forrester Research.<\/p>\n<p><b>Se digitaliser, une question de survie <\/b><\/p>\n<p>La conclusion de ce rapport montre alors les enjeux de la digitalisation des entreprises B2B. S\u2019adapter ou disparaitre\u00a0? D\u2019ici 2020, seules les entreprises BtoB ayant \u00e9tabli une strat\u00e9gie commerciale en ligne survivront.<\/p>\n<p>D\u2019autant qu\u2019\u00e0 l\u2019heure du web social, les entreprises se tournent de plus en plus vers l\u2019utilisation des r\u00e9seaux sociaux dans le cadre de leur prospection commerciale. Les plateformes sociales BtoB constituent une aide pr\u00e9cieuse pour le d\u00e9veloppement de la relation commerciale et pour la vente.<\/p>\n<p>VISIPLUS Academy vous propose 2 jours de formation<a href=\"https:\/\/academy.visiplus.com\/formation-prospecter-vendre-reseaux-sociaux.php\" target=\"_blank\"> \u00ab\u00a0Prospecter et vendre gr\u00e2ce aux r\u00e9seaux sociaux professionnels\u00a0\u00bb<\/a> indispensables pour tirer parti d\u2019une strat\u00e9gie commerciale en ligne. Vous souhaitez mettre les r\u00e9seaux sociaux professionnels au service de votre prospection commerciale\u00a0? N\u2019attendez plus pour vous inscrire aux prochaines sessions !<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Commercial B2B\u00a0: une esp\u00e8ce en voie de disparition\u00a0? Il semblerait ! Selon un rapport pr\u00e9sent\u00e9 par Forrester, un million de commerciaux B2B seront licenci\u00e9s en raison des innovations technologiques d\u2019ici 2020\u00a0! Retour sur cette \u00e9tude&#8230;<\/p>\n","protected":false},"author":2,"featured_media":6083,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1109],"tags":[475,384,476,474],"class_list":["post-6080","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-emploi-2","tag-b2b","tag-ecommerce","tag-etude-forrester","tag-suppression-de-postes"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.9-RC5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Etude Forrester : L\u2019e-commerce signe la suppression d\u20191 million de postes commerciaux B2B d\u2019ici 2020 - VISIPLUS academy<\/title>\n<meta name=\"description\" content=\"Commercial B2B\u00a0: une esp\u00e8ce en voie de disparition\u00a0? Il semblerait ! 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