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Novel Methods and Technologies for Enterprise Information Systems pp 19–26Cite as

Returning Lost Elements in the Sales Process: Manum Dare

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Part of the book series: Lecture Notes in Information Systems and Organisation ((LNISO,volume 8))

Abstract

The art of selling has undergone tremendous change throughout the years. Information and technology have made sales more efficient but have also negatively affected the customer-salesman relationship. Much of this can be attributed to the barriers built through digitization and the laptop. The tablet brings a new form to present products and share data. The flat surface removes those barriers and facilitates an exchange between customer and seller which has not been easily achieved since the move to laptops. The sense of touch is returning to the sales process after a long hiatus. Future advances in technology should further entice the senses and aim to improve the relationship between customer and salesman.

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Author information

Authors and Affiliations

  1. University of Latvia/University of Applied Sciences Kufstein, 6330, Kufstein, Austria

    Richard Mayr

Authors
  1. Richard Mayr
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Correspondence to Richard Mayr .

Editor information

Editors and Affiliations

  1. University of Innsbruck, Innsbruck, Austria

    Felix Piazolo

  2. University of innsbruck, Innsbruck, Austria

    Michael Felderer

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© 2014 Springer International Publishing Switzerland

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Mayr, R. (2014). Returning Lost Elements in the Sales Process: Manum Dare. In: Piazolo, F., Felderer, M. (eds) Novel Methods and Technologies for Enterprise Information Systems. Lecture Notes in Information Systems and Organisation, vol 8. Springer, Cham. https://doi.org/10.1007/978-3-319-07055-1_3

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