F1 Published independent work of art
Moving toward integrated solutions in project-based firms: Changes in sales practices
Authors: Momeni K, Martinsuo M
Publisher: European Academy of Management, EURAM
Publication year: 2018
Book title : Proceedings of EURAM18 European Academy of Management conference 2018
Series title: EURAM conference
ISBN: 978-2-9602195-0-0
Web address : https://researchportal.tuni.fi/en/publications/2f6b6ca3-0c90-41c2-b1a5-fc13faa89964
Abstract
Effective solution sales is one prerequisite for successful solution business in project-based firms. Little is known about how sales practices should be developed, particularly at the operational level. The purpose of this study is to identify changes in sales practices when firms move towards integrated solutions. A qualitative case study was conducted in two project-based manufacturing firms, using data from interviews with sales and service managers. Five main change categories were identified including changes in the organizational structure, complexity of offering, customer-orientation, sales network and sales routines. The study shows that sales practices should change at all stages of project marketing from detecting the potential projects to finalizing the contract. The study proposes a more extended role for sales and service personnel during project marketing and the project life cycle. The identified changes help project-based firms to develop their sales models and to promote their solution business.
Effective solution sales is one prerequisite for successful solution business in project-based firms. Little is known about how sales practices should be developed, particularly at the operational level. The purpose of this study is to identify changes in sales practices when firms move towards integrated solutions. A qualitative case study was conducted in two project-based manufacturing firms, using data from interviews with sales and service managers. Five main change categories were identified including changes in the organizational structure, complexity of offering, customer-orientation, sales network and sales routines. The study shows that sales practices should change at all stages of project marketing from detecting the potential projects to finalizing the contract. The study proposes a more extended role for sales and service personnel during project marketing and the project life cycle. The identified changes help project-based firms to develop their sales models and to promote their solution business.
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