{"id":388,"date":"2024-10-02T16:20:17","date_gmt":"2024-10-02T20:20:17","guid":{"rendered":"https:\/\/businessagility.education\/blog\/?p=388"},"modified":"2024-10-02T16:20:19","modified_gmt":"2024-10-02T20:20:19","slug":"agile-sales-ai-selling-chapter8","status":"publish","type":"post","link":"https:\/\/businessagility.education\/blog\/cs\/agile-sales-ai-selling-chapter8\/","title":{"rendered":"Kniha Agile AI Sales Kapitola 8"},"content":{"rendered":"<h3 class=\"wp-block-heading\">Spektrum prodejn\u00edch profes\u00ed s vylep\u0161en\u00edm agiln\u00edho prodeje a prodeje s podporou um\u011bl\u00e9 inteligence<\/h3>\n\n\n\n<h4 class=\"wp-block-heading\">C\u00edle v\u00fduky:<\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Porozum\u011bt r\u016fzn\u00fdm prodejn\u00edm profes\u00edm rozd\u011blen\u00fdm podle prodejn\u00edch metod, prodejn\u00edch cykl\u016f, c\u00edlov\u00fdch trh\u016f a prodejn\u00edch p\u0159\u00edstup\u016f.<\/li>\n\n\n\n<li>Zjist\u011bte, jak mohou principy agiln\u00edho prodeje pos\u00edlit r\u016fzn\u00e9 prodejn\u00ed role nap\u0159\u00ed\u010d spektrem.<\/li>\n\n\n\n<li>Prozkoumejte dopad prodeje s podporou um\u011bl\u00e9 inteligence na zlep\u0161en\u00ed efektivity, rozhodov\u00e1n\u00ed a zapojen\u00ed z\u00e1kazn\u00edk\u016f.<\/li>\n\n\n\n<li>Identifikovat kl\u00ed\u010dov\u00e9 role v prodejn\u00edch organizac\u00edch a jejich p\u0159\u00ednos k celkov\u00e9mu obchodn\u00edmu \u00fasp\u011bchu.<\/li>\n\n\n\n<li>Rozpoznat v\u00fdvoj profese prodejce v reakci na technologick\u00fd pokrok a m\u011bn\u00edc\u00ed se dynamiku trhu.<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Kapitola 8: Cel\u00e9 spektrum prodejn\u00edch profes\u00ed s agiln\u00edm prodejem a vylep\u0161en\u00edmi prodeje s pomoc\u00ed um\u011bl\u00e9 inteligence\" width=\"580\" height=\"326\" src=\"https:\/\/www.youtube.com\/embed\/uga1h-nTOE8?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">\u00davod<\/h3>\n\n\n\n<p>Prodej je hnac\u00edm motorem ka\u017ed\u00e9 organizace, proto\u017ee je hnac\u00edm motorem p\u0159\u00edjm\u016f a r\u016fstu v r\u016fzn\u00fdch odv\u011btv\u00edch. Prodejn\u00ed profese v\u0161ak zdaleka nen\u00ed monolitick\u00e1; zahrnuje \u0161irok\u00e9 spektrum rol\u00ed, kter\u00e9 se zam\u011b\u0159uj\u00ed na r\u016fzn\u00e9 trhy, produkty a pot\u0159eby z\u00e1kazn\u00edk\u016f. S n\u00e1stupem agiln\u00edch prodejn\u00edch metodik a prodeje s podporou um\u011bl\u00e9 inteligence se tyto role vyv\u00edjej\u00ed a umo\u017e\u0148uj\u00ed prodejn\u00edm t\u00fdm\u016fm reagovat rychleji, efektivn\u011bji a \u00fa\u010dinn\u011bji.<\/p>\n\n\n\n<p>Agiln\u00ed prodej, inspirovan\u00fd principy manifestu Agile, klade d\u016fraz na p\u0159izp\u016fsobivost, spolupr\u00e1ci se z\u00e1kazn\u00edky a rychlou reakci na zm\u011bny. Prodej s podporou um\u011bl\u00e9 inteligence naproti tomu vyu\u017e\u00edv\u00e1 um\u011blou inteligenci ke zlep\u0161en\u00ed rozhodov\u00e1n\u00ed, optimalizaci proces\u016f a poskytov\u00e1n\u00ed personalizovan\u00fdch z\u00e1kaznick\u00fdch zku\u0161enost\u00ed. Tyto inovace spole\u010dn\u011b m\u011bn\u00ed prost\u0159ed\u00ed prodeje a umo\u017e\u0148uj\u00ed profesion\u00e1l\u016fm dosahovat lep\u0161\u00edch v\u00fdsledk\u016f s v\u011bt\u0161\u00ed p\u0159esnost\u00ed a rychlost\u00ed.<\/p>\n\n\n\n<p>V t\u00e9to kapitole se budeme zab\u00fdvat cel\u00fdm spektrem prodejn\u00edch profes\u00ed, rozd\u011blen\u00fdch podle metod prodeje, prodejn\u00edch cykl\u016f, c\u00edlov\u00fdch trh\u016f a prodejn\u00edch p\u0159\u00edstup\u016f. U ka\u017ed\u00e9 kategorie tak\u00e9 prozkoum\u00e1me, jak principy agiln\u00edho prodeje a prodej s podporou um\u011bl\u00e9 inteligence ovliv\u0148uj\u00ed a posiluj\u00ed tyto role, a poskytneme tak \u010dten\u00e1\u0159\u016fm komplexn\u00ed p\u0159edstavu o modern\u00edm prodejn\u00edm prost\u0159ed\u00ed.<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">1. Prodejn\u00ed profese podle zp\u016fsobu prodeje<\/h3>\n\n\n\n<p>Zp\u016fsob, jak\u00fdm je prodej prov\u00e1d\u011bn, hraje z\u00e1sadn\u00ed roli p\u0159i utv\u00e1\u0159en\u00ed charakteru prodejn\u00ed profese. N\u00ed\u017ee je uvedena podrobn\u00e1 tabulka, kter\u00e1 poskytuje p\u0159ehled o r\u016fzn\u00fdch prodejn\u00edch rol\u00edch rozd\u011blen\u00fdch podle zp\u016fsobu prodeje, prim\u00e1rn\u00edho zp\u016fsobu zapojen\u00ed z\u00e1kazn\u00edka (p\u0159\u00edchoz\u00ed, odchoz\u00ed nebo oboj\u00ed), b\u011b\u017en\u00fdch prost\u0159ed\u00edch a o tom, jak agiln\u00ed prodej a prodej s podporou um\u011bl\u00e9 inteligence posiluj\u00ed jednotliv\u00e9 role.<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><thead><tr><th>Typ prodejce<\/th><th>P\u0159\u00edchoz\u00ed\/odchoz\u00ed<\/th><th>Spole\u010dn\u00e1 prost\u0159ed\u00ed a asociace<\/th><th>Vylep\u0161en\u00ed agiln\u00edho prodeje a prodeje s pomoc\u00ed um\u011bl\u00e9 inteligence<\/th><\/tr><\/thead><tbody><tr><td><strong>Vnit\u0159n\u00ed prodej<\/strong><\/td><td>P\u0159\u00edchoz\u00ed a odchoz\u00ed<\/td><td>Technologick\u00e9 spole\u010dnosti, SaaS, podnikov\u00e9 slu\u017eby<\/td><td>N\u00e1stroje um\u011bl\u00e9 inteligence optimalizuj\u00ed hodnocen\u00ed potenci\u00e1ln\u00edch z\u00e1kazn\u00edk\u016f a segmentaci z\u00e1kazn\u00edk\u016f; agiln\u00ed metodiky umo\u017e\u0148uj\u00ed rychl\u00e9 p\u0159izp\u016fsoben\u00ed zp\u011btn\u00e9 vazb\u011b od z\u00e1kazn\u00edk\u016f a zm\u011bn\u00e1m na trhu.<\/td><\/tr><tr><td><strong>Extern\u00ed prodej<\/strong><\/td><td>Odchoz\u00ed<\/td><td>V\u00fdroba, za\u0159\u00edzen\u00ed, l\u00e9\u010diva, slu\u017eby B2B<\/td><td>Agiln\u00ed principy zlep\u0161uj\u00ed pl\u00e1nov\u00e1n\u00ed tras a strategie zapojen\u00ed z\u00e1kazn\u00edk\u016f; um\u011bl\u00e1 inteligence poskytuje data v re\u00e1ln\u00e9m \u010dase pro personalizovan\u00e9 prodejn\u00ed nab\u00eddky.<\/td><\/tr><tr><td><strong>P\u0159\u00edm\u00fd prodej<\/strong><\/td><td>Odchoz\u00ed<\/td><td>Multi-level marketing, dom\u00e1c\u00ed pot\u0159eby, kosmetika, wellness<\/td><td>Analytika zalo\u017een\u00e1 na um\u011bl\u00e9 inteligenci identifikuje potenci\u00e1ln\u00ed z\u00e1kazn\u00edky v r\u00e1mci osobn\u00edch s\u00edt\u00ed; agiln\u00ed techniky podporuj\u00ed neust\u00e1l\u00e9 zlep\u0161ov\u00e1n\u00ed prodejn\u00edch taktik.<\/td><\/tr><tr><td><strong>Soci\u00e1ln\u00ed prodej<\/strong><\/td><td>P\u0159\u00edchoz\u00ed a odchoz\u00ed<\/td><td>Maloobchod, m\u00f3da, marketingov\u00e9 agentury, digit\u00e1ln\u00ed produkty<\/td><td>Um\u011bl\u00e1 inteligence vytv\u00e1\u0159\u00ed personalizovan\u00fd obsah pro interakce se soci\u00e1ln\u00edmi m\u00e9dii; agiln\u00ed r\u00e1mce pom\u00e1haj\u00ed \u0159\u00eddit a opakovat prodejn\u00ed kampan\u011b na soci\u00e1ln\u00edch s\u00edt\u00edch.<\/td><\/tr><tr><td><strong>Online prodej<\/strong><\/td><td>P\u0159\u00edchoz\u00ed<\/td><td>Platformy elektronick\u00e9ho obchodov\u00e1n\u00ed, digit\u00e1ln\u00ed tr\u017ei\u0161t\u011b, zna\u010dky pro p\u0159\u00edm\u00e9 spot\u0159ebitele<\/td><td>Um\u011bl\u00e1 inteligence zlep\u0161uje u\u017eivatelskou zku\u0161enost prost\u0159ednictv\u00edm prediktivn\u00ed anal\u00fdzy a personalizovan\u00fdch doporu\u010den\u00ed; agiln\u00ed p\u0159\u00edstupy usnad\u0148uj\u00ed rychl\u00e9 testov\u00e1n\u00ed a optimalizaci online prodejn\u00edch kan\u00e1l\u016f.<\/td><\/tr><tr><td><strong>Prodej v ter\u00e9nu<\/strong><\/td><td>Odchoz\u00ed<\/td><td>Zem\u011bd\u011blsk\u00e1, stavebn\u00ed technika, \u0161pi\u010dkov\u00fd B2B prodej<\/td><td>Agiln\u00ed postupy zefektiv\u0148uj\u00ed spr\u00e1vu \u00fazem\u00ed a zapojen\u00ed z\u00e1kazn\u00edk\u016f; um\u011bl\u00e1 inteligence poskytuje p\u0159ehled o trendech na region\u00e1ln\u00edm trhu a preferenc\u00edch z\u00e1kazn\u00edk\u016f.<\/td><\/tr><tr><td><strong>Telesales<\/strong><\/td><td>Odchoz\u00ed<\/td><td>Telekomunikace, poji\u0161\u0165ovnictv\u00ed, finan\u010dn\u00ed slu\u017eby<\/td><td>Um\u011bl\u00e1 inteligence automatizuje skripty hovor\u016f a n\u00e1sledn\u00e9 procesy, \u010d\u00edm\u017e zvy\u0161uje efektivitu; agiln\u00ed metodiky podporuj\u00ed opakovan\u00e9 zlep\u0161ov\u00e1n\u00ed strategi\u00ed telesales.<\/td><\/tr><tr><td><strong>Webov\u00fd prodej<\/strong><\/td><td>P\u0159\u00edchoz\u00ed<\/td><td>Online slu\u017eby, agentury pro v\u00fdvoj webov\u00fdch str\u00e1nek, SaaS<\/td><td>Chatboti s um\u011blou inteligenc\u00ed a automatizovan\u00e9 slu\u017eby z\u00e1kazn\u00edk\u016fm zvy\u0161uj\u00ed zapojen\u00ed u\u017eivatel\u016f; agiln\u00ed principy umo\u017e\u0148uj\u00ed rychl\u00e9 \u00fapravy strategi\u00ed webov\u00e9ho prodeje na z\u00e1klad\u011b dat v re\u00e1ln\u00e9m \u010dase.<\/td><\/tr><tr><td><strong>Maloobchodn\u00ed prodej<\/strong><\/td><td>P\u0159\u00edchoz\u00ed<\/td><td>Kamenn\u00e9 obchody, obchodn\u00ed domy, specializovan\u00e9 obchody<\/td><td>\u0158\u00edzen\u00ed z\u00e1sob s pomoc\u00ed um\u011bl\u00e9 inteligence a p\u0159ehled o z\u00e1kazn\u00edc\u00edch zvy\u0161uj\u00ed efektivitu prodeje; agiln\u00ed p\u0159\u00edstupy k prodeji pom\u00e1haj\u00ed t\u00fdm\u016fm prodejen p\u0159izp\u016fsobit se m\u011bn\u00edc\u00edm se pot\u0159eb\u00e1m z\u00e1kazn\u00edk\u016f.<\/td><\/tr><tr><td><strong>Prodejn\u00ed kan\u00e1l<\/strong><\/td><td>Odchoz\u00ed<\/td><td>Software, IT \u0159e\u0161en\u00ed, hardware, odv\u011btv\u00ed \u0159\u00edzen\u00e1 kan\u00e1ly<\/td><td>Um\u011bl\u00e1 inteligence zlep\u0161uje \u0159\u00edzen\u00ed partner\u016f anal\u00fdzou \u00fadaj\u016f o v\u00fdkonnosti kan\u00e1lu; agiln\u00ed postupy zlep\u0161uj\u00ed spolupr\u00e1ci a komunikaci s partnery kan\u00e1lu.<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">2. Prodejn\u00ed profese podle prodejn\u00edho cyklu<\/h3>\n\n\n\n<p>D\u00e9lka a slo\u017eitost prodejn\u00edho cyklu v\u00fdznamn\u011b ovliv\u0148uj\u00ed charakter prodejn\u00ed role. N\u00ed\u017ee je uvedena podrobn\u00e1 tabulka, kter\u00e1 kategorizuje prodejn\u00ed profese podle jejich prodejn\u00edch cykl\u016f s uveden\u00edm, zda se jedn\u00e1 o p\u0159\u00edchoz\u00ed, odchoz\u00ed nebo oboj\u00ed, typick\u00fdch prost\u0159ed\u00ed, kde se tyto role vyskytuj\u00ed, a toho, jak agiln\u00ed prodej a prodej s podporou um\u011bl\u00e9 inteligence tyto role m\u011bn\u00ed.<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><thead><tr><th>Typ prodejce<\/th><th>P\u0159\u00edchoz\u00ed\/odchoz\u00ed<\/th><th>Spole\u010dn\u00e1 prost\u0159ed\u00ed a asociace<\/th><th>Vylep\u0161en\u00ed agiln\u00edho prodeje a prodeje s pomoc\u00ed um\u011bl\u00e9 inteligence<\/th><\/tr><\/thead><tbody><tr><td><strong>Transak\u010dn\u00ed prodej<\/strong><\/td><td>P\u0159\u00edchoz\u00ed<\/td><td>Maloobchod, FMCG, e-commerce<\/td><td>AI optimalizuje cenov\u00e9 strategie a automatizuje zpracov\u00e1n\u00ed transakc\u00ed; agiln\u00ed postupy umo\u017e\u0148uj\u00ed rychl\u00e9 \u00fapravy cen a propaga\u010dn\u00edch taktik.<\/td><\/tr><tr><td><strong>Komplexn\u00ed prodej<\/strong><\/td><td>P\u0159\u00edchoz\u00ed a odchoz\u00ed<\/td><td>Technologick\u00e1 \u0159e\u0161en\u00ed, podnikov\u00fd software, pr\u016fmyslov\u00e1 \u0159e\u0161en\u00ed<\/td><td>Um\u011bl\u00e1 inteligence analyzuje n\u00e1kupn\u00ed sign\u00e1ly a \u0159\u00edd\u00ed komplexn\u00ed prodejn\u00ed strategie; agiln\u00ed prodejn\u00ed r\u00e1mce podporuj\u00ed \u0159\u00edzen\u00ed prodlou\u017een\u00fdch prodejn\u00edch cykl\u016f s v\u00edce z\u00fa\u010dastn\u011bn\u00fdmi stranami.<\/td><\/tr><tr><td><strong>Prodej p\u0159edplatn\u00e9ho<\/strong><\/td><td>P\u0159\u00edchoz\u00ed a odchoz\u00ed<\/td><td>M\u00e9dia, software, \u010dlensk\u00e9 slu\u017eby<\/td><td>N\u00e1stroje pro zapojen\u00ed z\u00e1kazn\u00edk\u016f \u0159\u00edzen\u00e9 um\u011blou inteligenc\u00ed zvy\u0161uj\u00ed retenci a mo\u017enosti upsellingu; agiln\u00ed postupy podporuj\u00ed iterativn\u00ed v\u00fdvoj nab\u00eddek p\u0159edplatn\u00e9ho.<\/td><\/tr><tr><td><strong>Smluvn\u00ed prodej<\/strong><\/td><td>P\u0159\u00edchoz\u00ed a odchoz\u00ed<\/td><td>Poradenstv\u00ed, rozs\u00e1hl\u00e9 projektov\u00e9 slu\u017eby, st\u00e1tn\u00ed zak\u00e1zky<\/td><td>AI pom\u00e1h\u00e1 p\u0159i anal\u00fdze smluv a \u0159\u00edzen\u00ed jejich dodr\u017eov\u00e1n\u00ed; agiln\u00ed metodiky zaji\u0161\u0165uj\u00ed, \u017ee smluvn\u00ed podm\u00ednky jsou flexibiln\u00ed a upraviteln\u00e9 na z\u00e1klad\u011b v\u00fdsledk\u016f projektu.<\/td><\/tr><tr><td><strong>Spotov\u00fd prodej<\/strong><\/td><td>P\u0159\u00edchoz\u00ed<\/td><td>Prodej na akc\u00edch, pop-up obchody, st\u00e1nky na trhu<\/td><td>AI zlep\u0161uje sledov\u00e1n\u00ed prodeje v re\u00e1ln\u00e9m \u010dase a zapojen\u00ed z\u00e1kazn\u00edk\u016f na akc\u00edch; agiln\u00ed p\u0159\u00edstupy k prodeji umo\u017e\u0148uj\u00ed rychl\u00e9 p\u0159izp\u016fsoben\u00ed m\u011bn\u00edc\u00ed se dynamice akc\u00ed.<\/td><\/tr><tr><td><strong>Konzultativn\u00ed prodej<\/strong><\/td><td>P\u0159\u00edchoz\u00ed a odchoz\u00ed<\/td><td>Poradensk\u00e9 firmy, obchodn\u00ed slu\u017eby, technologick\u00e1 \u0159e\u0161en\u00ed<\/td><td>N\u00e1stroje um\u011bl\u00e9 inteligence poskytuj\u00ed hlubok\u00fd p\u0159ehled o z\u00e1kazn\u00edc\u00edch pro \u0159e\u0161en\u00ed na m\u00edru; agiln\u00ed principy \u0159\u00edd\u00ed neust\u00e1l\u00e9 zdokonalov\u00e1n\u00ed technik poradensk\u00e9ho prodeje.<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">3. Prodejn\u00ed profese podle c\u00edlov\u00e9ho trhu<\/h3>\n\n\n\n<p>Role prodejc\u016f se v\u00fdrazn\u011b li\u0161\u00ed v z\u00e1vislosti na c\u00edlov\u00e9m trhu. N\u00ed\u017ee je uvedena podrobn\u00e1 tabulka, kter\u00e1 kategorizuje prodejn\u00ed profese podle jejich c\u00edlov\u00fdch trh\u016f s uveden\u00edm prim\u00e1rn\u00edho zp\u016fsobu zapojen\u00ed z\u00e1kazn\u00edka, typick\u00fdch prost\u0159ed\u00ed, kde se tyto role vyskytuj\u00ed, a dopadu agiln\u00edho prodeje a prodeje s podporou um\u011bl\u00e9 inteligence na tyto role.<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><thead><tr><th>Typ prodejce<\/th><th>P\u0159\u00edchoz\u00ed\/odchoz\u00ed<\/th><th>Spole\u010dn\u00e1 prost\u0159ed\u00ed a asociace<\/th><th>Vylep\u0161en\u00ed agiln\u00edho prodeje a prodeje s pomoc\u00ed um\u011bl\u00e9 inteligence<\/th><\/tr><\/thead><tbody><tr><td><strong>Business-to-Business (B2B)<\/strong><\/td><td>P\u0159\u00edchoz\u00ed a odchoz\u00ed<\/td><td>Velkoobchod, v\u00fdroba, software, profesion\u00e1ln\u00ed slu\u017eby<\/td><td>Um\u011bl\u00e1 inteligence zlep\u0161uje spr\u00e1vu \u00fa\u010dt\u016f pomoc\u00ed prediktivn\u00ed anal\u00fdzy; agiln\u00ed postupy zlep\u0161uj\u00ed spolupr\u00e1ci a \u0159\u00edzen\u00ed dlouhodob\u00fdch vztah\u016f s klienty B2B.<\/td><\/tr><tr><td><strong>Business-to-Consumer (B2C)<\/strong><\/td><td>P\u0159\u00edchoz\u00ed<\/td><td>Maloobchod, spot\u0159ebn\u00ed elektronika, m\u00f3da, internetov\u00e9 obchody<\/td><td>AI optimalizuje segmentaci z\u00e1kazn\u00edk\u016f a personalizuje marketingov\u00e9 aktivity; agiln\u00ed p\u0159\u00edstupy k prodeji umo\u017e\u0148uj\u00ed rychle reagovat na m\u011bn\u00edc\u00ed se trendy a chov\u00e1n\u00ed z\u00e1kazn\u00edk\u016f.<\/td><\/tr><tr><td><strong>Marketing zalo\u017een\u00fd na \u00fa\u010dtu (ABM)<\/strong><\/td><td>P\u0159\u00edchoz\u00ed a odchoz\u00ed<\/td><td>High-tech, SaaS, finan\u010dn\u00ed slu\u017eby<\/td><td>Poznatky zalo\u017een\u00e9 na um\u011bl\u00e9 inteligenci umo\u017e\u0148uj\u00ed vysoce c\u00edlen\u00e9 strategie ABM; agiln\u00ed r\u00e1mce podporuj\u00ed pr\u016fb\u011b\u017en\u00e9 opakov\u00e1n\u00ed kampan\u00ed a personalizovan\u00e9 oslovov\u00e1n\u00ed.<\/td><\/tr><tr><td><strong>Business-to-Government (B2G)<\/strong><\/td><td>Odchoz\u00ed<\/td><td>Obrana, infrastruktura, ve\u0159ejn\u00e9 slu\u017eby<\/td><td>N\u00e1stroje um\u011bl\u00e9 inteligence zefektiv\u0148uj\u00ed slo\u017eit\u00fd proces pod\u00e1v\u00e1n\u00ed nab\u00eddek a zaji\u0161\u0165uj\u00ed shodu s p\u0159edpisy; agiln\u00ed metodiky podporuj\u00ed adaptivn\u00ed \u0159\u00edzen\u00ed projekt\u016f a budov\u00e1n\u00ed vztah\u016f s vl\u00e1dn\u00edmi klienty.<\/td><\/tr><tr><td><strong>Spot\u0159ebitel-spot\u0159ebitel (C2C)<\/strong><\/td><td>P\u0159\u00edchoz\u00ed<\/td><td>Online tr\u017ei\u0161t\u011b, auk\u010dn\u00ed weby, platformy peer-to-peer<\/td><td>Um\u011bl\u00e1 inteligence usnad\u0148uje d\u016fv\u011bryhodnost a transparentnost vz\u00e1jemn\u00fdch transakc\u00ed; agiln\u00ed principy \u0159\u00edd\u00ed neust\u00e1l\u00e9 zlep\u0161ov\u00e1n\u00ed pou\u017eitelnosti platformy a zapojen\u00ed z\u00e1kazn\u00edk\u016f.<\/td><\/tr><tr><td><strong>Business-to-Employee (B2E)<\/strong><\/td><td>P\u0159\u00edchoz\u00ed<\/td><td>Poskytovatel\u00e9 firemn\u00edch benefit\u016f, vnitropodnikov\u00fd prodej, slu\u017eby pro zam\u011bstnance<\/td><td>AI personalizuje nab\u00eddky na z\u00e1klad\u011b preferenc\u00ed zam\u011bstnanc\u016f; agiln\u00ed postupy zaji\u0161\u0165uj\u00ed, \u017ee prodejn\u00ed strategie B2E jsou v souladu s m\u011bn\u00edc\u00edmi se pot\u0159ebami zam\u011bstnanc\u016f a firemn\u00edmi z\u00e1sadami.<\/td><\/tr><tr><td><strong>Podnikov\u00fd prodej<\/strong><\/td><td>P\u0159\u00edchoz\u00ed a odchoz\u00ed<\/td><td>Velk\u00e9 technologick\u00e9 spole\u010dnosti, podnikov\u00fd software, velc\u00ed poskytovatel\u00e9 slu\u017eeb<\/td><td>Datov\u00e9 poznatky zalo\u017een\u00e9 na um\u011bl\u00e9 inteligenci podporuj\u00ed komplexn\u00ed strukturov\u00e1n\u00ed obchod\u016f; agiln\u00ed prodejn\u00ed techniky pom\u00e1haj\u00ed \u0159\u00eddit dlouh\u00e9 prodejn\u00ed cykly a koordinovat multifunk\u010dn\u00ed t\u00fdmy.<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">4. Prodejn\u00ed profese podle p\u0159\u00edstupu k prodeji<\/h3>\n\n\n\n<p>P\u0159\u00edstup prodejce m\u016f\u017ee v\u00fdznamn\u011b ovlivnit jeho \u00fasp\u011bch v r\u016fzn\u00fdch odv\u011btv\u00edch. N\u00ed\u017ee je uvedena tabulka, kter\u00e1 rozd\u011bluje prodejn\u00ed profese podle jejich prodejn\u00edch p\u0159\u00edstup\u016f s uveden\u00edm, zda se jedn\u00e1 o prodejn\u00ed p\u0159\u00edstupy inbound, outbound nebo oba, a typick\u00fdch prost\u0159ed\u00ed, kde jsou tyto p\u0159\u00edstupy nej\u00fasp\u011b\u0161n\u011bj\u0161\u00ed. Zd\u016fraz\u0148uje tak\u00e9, jak agiln\u00ed prodej a prodej s podporou um\u011bl\u00e9 inteligence tyto p\u0159\u00edstupy vylep\u0161uj\u00ed.<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><thead><tr><th>Typ prodejce<\/th><th>P\u0159\u00edchoz\u00ed\/odchoz\u00ed<\/th><th>Spole\u010dn\u00e1 prost\u0159ed\u00ed a asociace<\/th><th>Vylep\u0161en\u00ed agiln\u00edho prodeje a prodeje s pomoc\u00ed um\u011bl\u00e9 inteligence<\/th><\/tr><\/thead><tbody><tr><td><strong>Konzultativn\u00ed prodej<\/strong><\/td><td>P\u0159\u00edchoz\u00ed a odchoz\u00ed<\/td><td>Vysoce hodnotn\u00e9 podnikov\u00e9 slu\u017eby, poskytovatel\u00e9 \u0159e\u0161en\u00ed na zak\u00e1zku<\/td><td>N\u00e1stroje um\u011bl\u00e9 inteligence poskytuj\u00ed hlubok\u00fd p\u0159ehled o z\u00e1kazn\u00edc\u00edch pro \u0159e\u0161en\u00ed na m\u00edru; agiln\u00ed principy \u0159\u00edd\u00ed neust\u00e1l\u00e9 zdokonalov\u00e1n\u00ed technik poradensk\u00e9ho prodeje.<\/td><\/tr><tr><td><strong>Prodej \u0159e\u0161en\u00ed<\/strong><\/td><td>P\u0159\u00edchoz\u00ed a odchoz\u00ed<\/td><td>IT \u0159e\u0161en\u00ed, podnikov\u00e9 poradenstv\u00ed, specializovan\u00e9 vybaven\u00ed<\/td><td>AI pom\u00e1h\u00e1 identifikovat bolestiv\u00e9 body z\u00e1kazn\u00edk\u016f a navrhovat optim\u00e1ln\u00ed \u0159e\u0161en\u00ed; agiln\u00ed metodiky podporuj\u00ed iterativn\u00ed \u0159e\u0161en\u00ed probl\u00e9m\u016f a dod\u00e1v\u00e1n\u00ed \u0159e\u0161en\u00ed.<\/td><\/tr><tr><td><strong>Vztahov\u00fd prodej<\/strong><\/td><td>P\u0159\u00edchoz\u00ed a odchoz\u00ed<\/td><td>Bankovnictv\u00ed, luxusn\u00ed zbo\u017e\u00ed, nemovitosti, odv\u011btv\u00ed B2B s dlouh\u00fdm cyklem<\/td><td>Um\u011bl\u00e1 inteligence analyzuje chov\u00e1n\u00ed z\u00e1kazn\u00edk\u016f, aby zlep\u0161ila \u0159\u00edzen\u00ed vztah\u016f; agiln\u00ed prodejn\u00ed techniky zaji\u0161\u0165uj\u00ed, \u017ee se vztahy udr\u017euj\u00ed a rozv\u00edjej\u00ed v pr\u016fb\u011bhu \u010dasu.<\/td><\/tr><tr><td><strong>Prodej voz\u016f Challenger<\/strong><\/td><td>Odchoz\u00ed<\/td><td>Inovativn\u00ed technologick\u00e9 spole\u010dnosti, marketingov\u00e9 a prodejn\u00ed poradensk\u00e9 firmy<\/td><td>Um\u011bl\u00e1 inteligence podporuje zpochyb\u0148ov\u00e1n\u00ed p\u0159edpoklad\u016f z\u00e1kazn\u00edk\u016f na z\u00e1klad\u011b dat; agiln\u00ed r\u00e1mce pom\u00e1haj\u00ed prodejn\u00edm t\u00fdm\u016fm p\u0159izp\u016fsobovat sv\u00e9 p\u0159\u00edstupy na z\u00e1klad\u011b zp\u011btn\u00e9 vazby od z\u00e1kazn\u00edk\u016f.<\/td><\/tr><tr><td><strong>Prodej v\u00fdrobk\u016f<\/strong><\/td><td>P\u0159\u00edchoz\u00ed a odchoz\u00ed<\/td><td>Spot\u0159ebn\u00ed zbo\u017e\u00ed, automobilov\u00fd pr\u016fmysl, technologick\u00fd hardware<\/td><td>Um\u011bl\u00e1 inteligence zlep\u0161uje znalost produkt\u016f a vyhled\u00e1v\u00e1n\u00ed z\u00e1kazn\u00edk\u016f; agiln\u00ed postupy usnad\u0148uj\u00ed rychlou adaptaci prodejn\u00edch strategi\u00ed na z\u00e1klad\u011b zp\u011btn\u00e9 vazby o produktech.<\/td><\/tr><tr><td><strong>Prodej hodnot<\/strong><\/td><td>P\u0159\u00edchoz\u00ed a odchoz\u00ed<\/td><td>Odv\u011btv\u00ed s vysok\u00fdmi investicemi, slu\u017eby B2B, \u0159e\u0161en\u00ed pro \u00fasporu n\u00e1klad\u016f<\/td><td>Um\u011bl\u00e1 inteligence vypo\u010d\u00edt\u00e1v\u00e1 a prokazuje z\u00e1kazn\u00edk\u016fm n\u00e1vratnost investic; agiln\u00ed p\u0159\u00edstupy zaji\u0161\u0165uj\u00ed, \u017ee se nab\u00eddka hodnoty neust\u00e1le zdokonaluje na z\u00e1klad\u011b v\u00fdsledk\u016f z\u00e1kazn\u00edk\u016f.<\/td><\/tr><tr><td><strong>Strategick\u00fd prodej<\/strong><\/td><td>P\u0159\u00edchoz\u00ed a odchoz\u00ed<\/td><td>Rozs\u00e1hl\u00e1 \u0159e\u0161en\u00ed, strategick\u00e1 partnerstv\u00ed, mezioborov\u00e9 aliance<\/td><td>Um\u011bl\u00e1 inteligence poskytuje p\u0159ehled o dlouhodob\u00fdch trendech na trhu a p\u0159\u00edle\u017eitostech k partnerstv\u00ed; agiln\u00ed prodejn\u00ed postupy sla\u010fuj\u00ed prodejn\u00ed strategie s \u0161ir\u0161\u00edmi obchodn\u00edmi c\u00edli.<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">Z\u00e1v\u011br<\/h3>\n\n\n\n<p>Cel\u00e9 spektrum prodejn\u00edch profes\u00ed ilustruje rozmanitost a slo\u017eitost tohoto oboru. Ka\u017ed\u00e1 role, a\u0165 u\u017e je definov\u00e1na metodou prodeje, prodejn\u00edm cyklem, c\u00edlov\u00fdm trhem nebo prodejn\u00edm p\u0159\u00edstupem, hraje v \u0161ir\u0161\u00edm prodejn\u00edm ekosyst\u00e9mu d\u016fle\u017eitou roli. Pochopen\u00ed t\u011bchto rol\u00ed umo\u017e\u0148uje organizac\u00edm efektivn\u011b strukturovat sv\u00e9 prodejn\u00ed t\u00fdmy, sladit strategie s obchodn\u00edmi c\u00edli a dos\u00e1hnout \u00fasp\u011bchu na r\u016fzn\u00fdch trz\u00edch a v r\u016fzn\u00fdch odv\u011btv\u00edch.<\/p>\n\n\n\n<p>Podrobn\u00e9 tabulky uveden\u00e9 v t\u00e9to kapitole nab\u00edzej\u00ed jasn\u00fd a ucelen\u00fd p\u0159ehled r\u016fzn\u00fdch rol\u00ed v r\u00e1mci profese prodejce, zd\u016fraz\u0148uj\u00ed prim\u00e1rn\u00ed zp\u016fsob zapojen\u00ed z\u00e1kazn\u00edka a b\u011b\u017en\u00e1 prost\u0159ed\u00ed, ve kter\u00fdch se jednotliv\u00fdm rol\u00edm da\u0159\u00ed. Vzhledem k tomu, \u017ee se prost\u0159ed\u00ed prodeje neust\u00e1le vyv\u00edj\u00ed v souvislosti s technologick\u00fdm pokrokem, m\u011bn\u00edc\u00edm se chov\u00e1n\u00edm z\u00e1kazn\u00edk\u016f a nov\u011b vznikaj\u00edc\u00edmi trhy, bude pro ka\u017edou organizaci nebo jednotlivce, kte\u0159\u00ed cht\u011bj\u00ed v prodeji usp\u011bt, z\u00e1sadn\u00ed m\u00edt p\u0159ehled o cel\u00e9m spektru prodejn\u00edch profes\u00ed.<\/p>\n\n\n\n<p>D\u00edky uzn\u00e1n\u00ed jedine\u010dn\u00e9ho p\u0159\u00ednosu ka\u017ed\u00e9 prodejn\u00ed role mohou firmy l\u00e9pe vyu\u017e\u00edvat potenci\u00e1l sv\u00fdch prodejn\u00edch t\u00fdm\u016f, a t\u00edm podpo\u0159it r\u016fst, spokojenost z\u00e1kazn\u00edk\u016f a dlouhodob\u00fd \u00fasp\u011bch. Tato kapitola vybav\u00ed \u010dten\u00e1\u0159e znalostmi, kter\u00e9 jim umo\u017en\u00ed \u010dinit informovan\u00e1 rozhodnut\u00ed o strukturov\u00e1n\u00ed prodejn\u00edch t\u00fdm\u016f a rozvoji prodejn\u00ed kari\u00e9ry, a zajist\u00ed, \u017ee budou dob\u0159e p\u0159ipraveni na orientaci ve st\u00e1le se m\u011bn\u00edc\u00edm sv\u011bt\u011b prodeje.<\/p>","protected":false},"excerpt":{"rendered":"<p>Spektrum prodejn\u00edch profes\u00ed s vylep\u0161en\u00edm agiln\u00edho prodeje a prodeje s pomoc\u00ed um\u011bl\u00e9 inteligence C\u00edle vzd\u011bl\u00e1v\u00e1n\u00ed: \u00davod Prodej je krv\u00ed ka\u017ed\u00e9 organizace a je hnac\u00edm motorem p\u0159\u00edjm\u016f a r\u016fstu v r\u016fzn\u00fdch odv\u011btv\u00edch. Prodejn\u00ed profese v\u0161ak zdaleka nen\u00ed monolitick\u00e1; zahrnuje \u0161irok\u00e9 spektrum rol\u00ed, kter\u00e9 uspokojuj\u00ed r\u016fzn\u00e9 trhy, produkty a pot\u0159eby z\u00e1kazn\u00edk\u016f. S p\u0159\u00edchodem nov\u00fdch technologi\u00ed se [...]<\/p>","protected":false},"author":1,"featured_media":389,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[72],"tags":[11,75,76,73,87],"class_list":["post-388","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-agile-ai-sales-book","tag-agile-sales","tag-agile-sales-book","tag-agile-sales-manifesto","tag-ai-assisted-selling","tag-sales-professions"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Agile AI Sales Book Chapter 8 - Business Agility+AI<\/title>\n<meta name=\"description\" content=\"Spectrum of sales professions, enhanced by Agile Sales and AI-assisted selling, to improve efficiency, decision-making, and customer engagement\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, 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