OSUVA - Selaus tekijän "Ogundipe, Samuel Johnson" mukaan
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Solution sales process blueprinting
(Inderscience Publishers, 15.10.2018)
articleBy utilising the blueprinting technique, this study develops a sales process framework that visualises different activities, actors, and customer touch-points in the solution sales process. Based on a multiple-case study ... -
Solution Sales Process Blueprinting (SSPB): A visual representation of value creating activities in sales process implementation
(2015)
Pro gradu - tutkielmaThe dynamism and the increasing competition in the B2B market environment has forced many manufacturing organizations to transform their selling orientation and practices from purely product oriented sales to solution ...
