Search Results - subject:"solution selling"

Umdenken beim Verkauf von Business-to-Business-Lösungen: Integration von Marketing, Vertrieb und Customer Success Management

Durst, Carolin; Pöppelbuß, Jens - In: HMD Praxis der Wirtschaftsinformatik 61 (2024) 3, pp. 609-622

als Solution Selling bezeichnet. Dieser Verkaufsansatz vermarktet keine einzelnen Produkte oder Dienstleistungen, sondern … referred to as solution selling. This sales approach promotes customized solutions instead of single product and service …

Persistent link: https://www.econbiz.de/10015395330

Umdenken beim Verkauf von Business-to-Business-Lösungen : Integration von Marketing, Vertrieb und Customer Success Management

Durst, Carolin; Poeppelbuss, Jens - In: HMD : Praxis der Wirtschaftsinformatik 61 (2024) 3, pp. 609-622

Persistent link: https://www.econbiz.de/10015050545

Understanding value creation through digital and in-person communication in solution selling process

Julkunen, Saara; Koponen, Jonna; Nickell, David - In: Nordic journal of business : NJB 71 (2022) 1, pp. 5-25

Persistent link: https://www.econbiz.de/10013327278

In search of digital solution sellers : the role of non-monetary motivation and empowering leadership behaviors

Guenzi, Paolo; Nijssen, E. J. - In: Journal of personal selling & sales management : JPSSM 44 (2024) 3, pp. 253-273

Persistent link: https://www.econbiz.de/10015192654

How and should firms motivate salesperson effort across a multi-brand portfolio?

Mullins, Ryan; Swain, Scott; Friend, Scott B. - In: Journal of business research : JBR 158 (2023), pp. 1-14

Persistent link: https://www.econbiz.de/10014281043

Sharing of selling functions in distribution channels and distributor outcomes : the role of solution selling capabilities and uncertainty

Sa Vinhas, Alberto - In: Industrial marketing management : the international … 114 (2023), pp. 271-285

Persistent link: https://www.econbiz.de/10014433435

The relationship between digital solution selling and value-based selling : a motivation-opportunity-ability (MOA) perspective

Guenzi, Paolo; Nijssen, E. J. - In: European journal of marketing 57 (2023) 3, pp. 745-770

Persistent link: https://www.econbiz.de/10014226008

Engaging the sales force in digital solution selling : how sales control systems resolve agency problems to create and capture superior value

Tienken, Christoph; Classen, Moritz; Friedli, Thomas - In: European journal of marketing 57 (2023) 3, pp. 794-833

Persistent link: https://www.econbiz.de/10014226013

Why salespeople avoid big-whale sales opportunities

Xu, Juan; Borgh, Michel van der; Nijssen, E. J.; Lam, Son K. - In: Journal of marketing 86 (2022) 5, pp. 95-116

Persistent link: https://www.econbiz.de/10013390585

Dealing with privacy concerns in product-service system selling : value-based selling as fair treatment practice

Nijssen, E. J.; Borgh, Michel van der; Totzek, Dirk - In: Industrial marketing management : the international … 105 (2022), pp. 60-71

Persistent link: https://www.econbiz.de/10013494036