[PDF][PDF] Increasing information intensity in industrial services: towards Industrial Internet and Industrie 4.0 servitizing industrial OEMs
T Melgin - 2015 - aaltodoc.aalto.fi
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 …
general interest turned to digitization in industrial context. It has been proposed that new …
[PDF][PDF] Evaluating the adoption and monitoring the application of value-based selling
M Kujala - 2015 - aaltodoc.aalto.fi
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 …
industrial business-to-business exchange. Researchers propose a value-based approach to …
A Case Study on the Composition of the Sales Activity Framework and the Elements of Sales Activity for Successful Value-based Selling
S Chung, SR Jeong - Knowledge Management Research, 2021 - koreascience.kr
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 …
successful sales development in the sales process of value-based selling and to explore …
성공적인가치기반판매를위한영업활동프레임워크구성과영업활동요소에관한사례연구
정순보, 정승렬 - 지식경영연구, 2021 - kiss.kstudy.com
본 연구는 가치기반판매의 영업프로세스에서 영업의 성공적인 전개를 위해 필요한 영업활동
프레임워크를 제시하고 성공적 가치기반판매를 위한 개별 영업활동의 탐색을 목적으로 한다 …
프레임워크를 제시하고 성공적 가치기반판매를 위한 개별 영업활동의 탐색을 목적으로 한다 …
Why buyers reject suppliers in the B2B IT sector-Buyer versus seller perspective
V Nieminen - 2018 - aaltodoc.aalto.fi
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 …
emphasis was on unsuccessful sales, and the buyer perspective. Research questions were …
Designing Industrial Solutions in Value-Based Selling: Managing Uncertainty and Solving Wicked Problems of Customer Need
H Luotola - 2018 - doria.fi
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 …
value that surpasses the benefits of the traditional product-service offerings. However …