Digitization has been transforming organizations for decades, but only recently has the
general interest turned to digitization in industrial context. It has been proposed that new …

Companies are increasingly opting for value-based selling to gain competitive advantage in
industrial business-to-business exchange. Researchers propose a value-based approach to …

The purpose of this study is to present a framework for sales activities necessary for the
successful sales development in the sales process of value-based selling and to explore …

본 연구는 가치기반판매의 영업프로세스에서 영업의 성공적인 전개를 위해 필요한 영업활동
프레임워크를 제시하고 성공적 가치기반판매를 위한 개별 영업활동의 탐색을 목적으로 한다 …

The main objective of this study was to increase understanding of B2B IT sales. In particular,
emphasis was on unsuccessful sales, and the buyer perspective. Research questions were …

Today a majority of industrial companies claim to provide solutions and produce customer
value that surpasses the benefits of the traditional product-service offerings. However …