12. Role of Sales Force
12.1 Empowering Sales Force with Digital Technologies
Yakup DEMİR– Brisa Bridgestone Sabancı Chief Sales Officer
Brisa focuses on maximising its sales until 2016; leading to increases in stocks; making dealers complain, with sliding figures. Yakup Demir explains why they built a digital base in 2018 called “Genba Room” & how they empowered their sales force by identifying problems, improving processes & making Brisa brand stronger through data analytics.
In Q&A, increased productivity of sales force via digital technologies is discussed.
English version of this video case, together with the printed case and teaching notes can be accesssed at the Case Centre’s website http://casecent.re/p/173473
