SCPS Chapter 19 e-Book

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Chapter 19 – Emerging Trends and the Future of Sales

Abstract

This chapter explores how shifts in buyer behavior, technology, and global dynamics are transforming the sales profession. It covers social selling, AI, automation, and how to stay relevant and adaptable in a future-oriented, value-driven market.

Learning Outcomes

• Adapt to shifting buyer behaviors and heightened expectations
• Embrace social selling through platforms like LinkedIn and digital networking
• Leverage AI tools for prospecting, personalization, and forecasting
• Prepare for technology-driven sales models using automation and analytics
• Stay competitive by anticipating and responding to emerging sales trends