The value-based sales approach—design process, tools and needed capabilities to create a solution

A3 Bokavsnitt, kapitel i forskningsböcker


Interna författare/redaktörer


Publikationens författare: Hanna Luotola, Maria Ivanova-Gongne, Johanna Liinamaa
Redaktörer: Jukka Vesalainen, Katri Valkokari, Magnus Hellström
Förlagsort: London
Publiceringsår: 2017
Förläggare: Palgrave Macmillan
Moderpublikationens namn: Practices for network management : in search of collaborative advantage
Artikelns första sida, sidnummer: 237
Artikelns sista sida, sidnummer: 250
ISBN: 978-3-319-49648-1
eISBN: 978-3-319-49649-8


Abstrakt

Being a solution provider differs significantly from being an industrial product manufacturer, as solution sales necessitate value-based selling techniques. In order to succeed in solution sales, sellers have to change their way of doing business by seeking to understand customer problems and communicating how their solution generates higher profits for the customer. The findings show that companies lack the tools and managerial capabilities to transform their organization into one that solves customer problems. We present a value-based sales approach to enable industrial companies to address customer problems and enhance customer certainty in that added value. Design thinking was applied to guide the process of identifying, co-creating and confirming customer-perceived value. The sales process and its relevant tools were developed in collaboration with our company partners in the DIMECC REBUS program.

Senast uppdaterad 2019-07-12 vid 02:45