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Moving toward integrated solutions in project-based firms: Changes in sales practices

Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

Details

Original languageEnglish
Title of host publicationProceedings of EURAM18 European Academy of Management conference 2018
PublisherEuropean Academy of Management, EURAM
Number of pages30
ISBN (Electronic)978-2-9602195-0-0
Publication statusPublished - 21 Jun 2018
Publication typeA4 Article in a conference publication
EventEURAM European Academy of Management Conference -
Duration: 19 Jun 201822 Jun 2018

Publication series

NameEURAM conference
ISSN (Print)2466-7498

Conference

ConferenceEURAM European Academy of Management Conference
Period19/06/1822/06/18

Abstract

Effective solution sales is one prerequisite for successful solution business in project-based firms. Little is known about how sales practices should be developed, particularly at the operational level. The purpose of this study is to identify changes in sales practices when firms move towards integrated solutions. A qualitative case study was conducted in two project-based manufacturing firms, using data from interviews with sales and service managers. Five main change categories were identified including changes in the organizational structure, complexity of offering, customer-orientation, sales network and sales routines. The study shows that sales practices should change at all stages of project marketing from detecting the potential projects to finalizing the contract. The study proposes a more extended role for sales and service personnel during project marketing and the project life cycle. The identified changes help project-based firms to develop their sales models and to promote their solution business.

Keywords

  • Project business, solution selling, project sales, project-based firm

Publication forum classification