Service Sales

Moritz Classen ()
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Moritz Classen: University of St.Gallen

A chapter in Managing Industrial Services, 2021, pp 83-98 from Springer

Abstract: Abstract The responsibility of turning service expansion into topline growth resides within the sales function. However, mounting evidence suggests manufacturers are unable to capitalize on the expansion of their service portfolio. That is because commercial models have not been sufficiently adjusted to the new realitiy of industrial services becoming increasingly smart. The sales force, too, faces difficulties to adapt. The St.Gallen Industrial Service Sales Framework introduced in this chapter proposes six commercial levers sales leaders can pull to reshape go-to-market plans and the sales organization.

Keywords: Commercial excellence; Revenue models; Sales force capabilities; Sales organization; Value-based pricing; Value-based selling (search for similar items in EconPapers)
Date: 2021
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-030-72728-4_7

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DOI: 10.1007/978-3-030-72728-4_7

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