ABSTRACT
This chapter details the sales process and the determination of the price. It describes the digital sales channels, online sales, online sales advice and online pricing. Two types of digital sales channels were discussed in this chapter. This chapter relates to the completion of the agreement between customer and supplier entirely online. The ecommerce website plays a central role in this. The chapter also discusses on selling via mobile apps. It discusses social proofing and sympathy, scarcity, consumer reviews, online advice modules or systems, profile building, live chat, 'call me now/back', chatbots and the virtual fitting room. After which temporary pricing tactics and dynamic pricing are also explained. The dynamic pricing system rely on previously collected data and use mathematical models (algorithms) to predict demand and combines these forecasts with the current demand. Another objective of dynamic pricing can be to encourage a group of customers to purchase the product and promote cross-selling, upselling or customer loyalty.
