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Best Cases in B2B Sales Management

Best Cases in B2B Sales Management


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About the Book

A motivation for writing this book is the recent transformation of many Western economies (including Finland's) from manufacturing and industrialism towards services and other outputs based on intellectual work. Nearly all Finnish industrial companies are presently at some stage of a transformation from a product and manufacturing business towards service-based business. Such shifts necessitate large-scale transformations in organization, process, and organizational culture. Adopting a completely new approach to sales is at the center of such corporate-wide transformations and is found at the heart of the new service-based business models. The recently popularized adoption of solution selling techniques exemplifies such transformations, where the selling concept indeed drives the design of the rest of the organization and process. The cases are enhanced with relevant theory, which is integrated in the analyses. At best, the reader gains both (i) analytical frameworks helpful in whatever settings they will work in, as well as (ii) rich descriptions of relevant practical settings, critical patterns and events, and best practices.

Table of Contents:
Process and Channel Management - Aker Yards: Sales Process Rigidity - Rautaruukki Metals: Sales Process Management - Metso Automation: Restrategizing Channel Management Solution and Account Management - IBM: Large Account Prioritization - ABB: Piloting Solution Sales - Nokia Siemens Networks: Transformation to Solutions Selling Value-based Selling and Customer Business Cases - Vaisala: Value-based Selling - Metso Automation vs. ABB Services: Calculating Customer Business Cases

About the Author :
Juha Mattsson (D.Sc. in Industrial Engineering and Management) is an academic scholar and management advisor in the fields of strategy, strategic marketing, and sales management. He holds a doctorate in Strategic Management from Aalto University Schools of Technology and was recently awarded second prize at the Sloan Foundation Industry Studies Dissertation Awards. Besides academic research, Mattsson has a sound teaching record in executive and undergraduate programs. Professor Petri Parvinen (Ph.D. in Strategy and International Business) is a rising global expert on developing marketing and sales orientations in industrial and service contexts. He has worked internationally with approximately 200 organizations as a consultant, salesman, sales manager, and entrepreneur. He currently works as Finland's first ever Professor of Sales Management at the triple-crown accredited Aalto University School of Economics Department of Marketing and Management, and leads a number of significant research projects in the area.



Product Details
  • ISBN-13: 9789522380708
  • Publisher: Teknologiainfo Teknova oy
  • Publisher Imprint: Teknologiainfo Teknova oy
  • Height: 250 mm
  • Width: 170 mm
  • ISBN-10: 9522380709
  • Publisher Date: 15 Feb 2011
  • Binding: Paperback
  • Spine Width: 18 mm


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