Sell Solution: Turning an Opportunity into an Order

Kaj Storbacka and Risto Pennanen
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Kaj Storbacka: University of Auckland Business School
Risto Pennanen: Talent Vectia Ltd.

Chapter 4 in Solution Business, 2014, pp 51-71 from Springer

Abstract: Abstract Commercialization: We illustrate how firms, when endeavoring to help their customers make purchasing decisions, can translate value propositions and their benefits for the customer into finance language. Industrialization: We illustrate how industrialization practices support the sales process by enabling the creation of solution tools, notably solution configurators and value quantification tools.

Keywords: Enterprise Resource Planning System; Product Data Management; Configuration Tool; Sales Process; Sales Team (search for similar items in EconPapers)
Date: 2014
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DOI: 10.1007/978-3-319-03976-3_4

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