Salesforce Transformation to Solution Selling

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dc.contributor.authorSalonen Anna
dc.contributor.authorTerho Harri
dc.contributor.organizationfi=markkinointi|en=Marketing|
dc.contributor.organization-code1.2.246.10.2458963.20.50826905346
dc.contributor.organization-code2608201
dc.converis.publication-id68491087
dc.converis.urlhttps://research.utu.fi/converis/portal/Publication/68491087
dc.date.accessioned2022-10-27T12:21:59Z
dc.date.available2022-10-27T12:21:59Z
dc.description.abstract<p> A central part of a manufacturer’s transformation to solution selling involves recruiting and training salespersons who enact the critical relational processes of solution selling at the customer interface. Such solution selling involvement by the salespeople plays a key role in ensuring subsequent solution selling performance. However, given that the requirements for solution selling differ drastically from product selling, ensuring salesperson solution selling involvement is a challenging task in a transformation context. Given these difficulties, we suggest that the manufacturer undergoing a solution transformation can choose between two approaches. One alternative is to create a dedicated solution selling salesforce staffed with salespeople who possess the right set of motivations and abilities. The other is to implement a broader transformation program that facilitates the ability of the existing product-centric salesforce to engage in solution selling. It is likely that a dedicated solution salesforce staffed with suitable salespeople precedes a broader salesforce wide transformation. <br></p>
dc.format.pagerange343
dc.format.pagerange354
dc.identifier.eisbn978-3-030-75771-7
dc.identifier.isbn978-3-030-75770-0
dc.identifier.olddbid175021
dc.identifier.oldhandle10024/158115
dc.identifier.urihttps://www.utupub.fi/handle/11111/35305
dc.identifier.urlhttps://link.springer.com/chapter/10.1007/978-3-030-75771-7_22
dc.identifier.urnURN:NBN:fi-fe2022021619406
dc.language.isoen
dc.okm.affiliatedauthorTerho, Harri
dc.okm.affiliatedauthorSalonen, Anna
dc.okm.discipline512 Business and managementen_GB
dc.okm.discipline512 Liiketaloustiedefi_FI
dc.okm.internationalcopublicationnot an international co-publication
dc.okm.internationalityInternational publication
dc.okm.typeA3 Book
dc.publisherPalgrave Macmillan
dc.publisher.countrySwitzerlanden_GB
dc.publisher.countrySveitsifi_FI
dc.publisher.country-codeCH
dc.publisher.isbn978-3-319; 978-0-230; 978-0-333; 978-1-137; 978-1-349; 978-1-4472; 978-1-78632; 978-0-312; 978-1-4039; 978-1-137; 978-981-13; 978-981-10; 978-3-030; 978-981-15; 978-981-16; 978-3-031
dc.publisher.placeCham
dc.relation.doi10.1007/978-3-030-75771-7_22
dc.source.identifierhttps://www.utupub.fi/handle/10024/158115
dc.titleSalesforce Transformation to Solution Selling
dc.title.bookThe Palgrave Handbook of Servitization
dc.year.issued2021

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