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

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Yksityiskohdat

AlkuperäiskieliEnglanti
OtsikkoProceedings of EURAM18 European Academy of Management conference 2018
KustantajaEuropean Academy of Management, EURAM
Sivumäärä30
ISBN (elektroninen)978-2-9602195-0-0
TilaJulkaistu - 21 kesäkuuta 2018
OKM-julkaisutyyppiA4 Artikkeli konferenssijulkaisussa
TapahtumaEURAM European Academy of Management Conference -
Kesto: 19 kesäkuuta 201822 kesäkuuta 2018

Julkaisusarja

NimiEURAM conference
ISSN (painettu)2466-7498

Conference

ConferenceEURAM European Academy of Management Conference
Ajanjakso19/06/1822/06/18

Tiivistelmä

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.

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