A Seminar Series on The Digital Future for Business & Society: Perspectives on AI Challenges and Opportunities

Hosted Jointly by:

Professor Yogesh K. Dwivedi, Emerging Markets Research Centre (EMaRC), Department of Business, School of Management, Swansea University, UK

And

Professor Ramakrishnan Raman, Symbiosis Institute of Business Management Pune, India (Constituent of Symbiosis International (Deemed University), India)

Supported by:

Centre for Technology, Innovation, Management and Enterprise (TIME), The University of Kent, UK; Digital Marketing and Analytics SIG – Academy of Marketing; Grenoble IAE-Graduate School of Management - a Grenoble INP school of the University of Grenoble Alpes; Swansea i-Lab (Innovation Lab) - Swansea University; The e-Business and e-Government SIG - British Academy of Management; and The UK Academy for Information Systems (UKAIS).

The seminar series on “The Digital Future for Business & Society: Perspectives on AI Challenges and Opportunities” will present various perspectives from a number of leading expert speakers to highlight the opportunities and challenges posed by the rapid emergence of AI.

Seminar 6:

Seminar Title: How is Artificial Intelligence use in Sales

Speaker: Dr Kenneth Le MeunierFitzHugh

Seminar Overview: Rapid advances in digital technologies, popularly referred to as the fourth industrial revolution are disrupting well-established sales practices and upturning well-known sales theories, just as they are opening new and exciting opportunities for innovation and creativity in sales practice and research” (Singh et al, 2019:1). The talk will explore how AI is changing reality for sales as it is being used to build sales pipelines, close leads, and automate and augment tasks. Some benefits to the organisation are already being observed, such as sales peoples’ time being used more effectively in both B2C and B2B relationships, gathering real time sales intelligence, and personalising communications. However, while many organisations and salespeople are struggling to adapt to this new reality, it is upon us and will only continue to grow in importance over the next 10 years.

About Speaker: Dr Kenneth Le Meunier-FitzHugh holds a PhD from the University of Warwick in Marketing and Strategic Management and he is currently an Associate Professor in Marketing at the University of East Anglia. Ken has lectured at the London School of Economics, Cranfield School of Management and St Andrews University. Prior to that he spent 20 years working in senior roles in a range of organisations including Yamaha and Thorn/EMI. Based on these experiences his research focusses on improving the interface between sales and marketing, for which he has an international reputation. Ken has a published a number of articles in key academic journals, including the Journal of Business Research, Journal of Industrial Marketing Management, European Journal of Marketing and Journal of Personal Selling and Sales Management. He has also published several noted books, including ‘Achieving a Strategic Sales Focus: Contemporary issues and Future Challenges’, ‘Marketing, A Very Short Introduction’ (due out next year) and co-edited ‘The Oxford Handbook of Strategic Sales and Sales Management’, all for Oxford University Press. Ken has recently revised a bestselling textbook on ‘Selling and Sales Management’. He current research focuses on how AI technology is changing the world of sales and marketing

свернуть