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Selling integrated products & services: The role & financial perspective of the sales organization
Linköping University, Department of Management and Engineering, Environmental Technology and Management.ORCID iD: 0000-0001-5259-8137
2019 (English)In: Proceedings of the Spring Servitization Conference: Delivering Services Growth in the Digital Era, 2019Conference paper, Poster (with or without abstract) (Other academic)
Abstract [en]

Many industrial manufacturers operating in the B2B are turning towards the provision of integrated offerings of products and services; this shift is commonly known as servitization. They typically rely on personal selling and operate through direct sales organizations or other intermediaries e.g. franchisees or sister companies. A better understanding of how selling integrated products and services affects the sales organization and its processes can help the sales organizations servitize and the manufacturers to support them.

KEY DISCUSSION POINTS

• Different types of services and their level of integration with the product affect the outcome of the sales organization’s servitization.

• The financial incentives of selling products and selling integrated products and services are in conflict and therefore doing both successfully simultaneously poses challenges.

• Selling integrated products and services is time consuming and therefore costly and should be managed strategically.

• Information sharing between the manufacturer and the sales organization is crucial for success for success.

Place, publisher, year, edition, pages
2019.
Keywords [en]
product-service systems, servitization, sales organizations, selling
National Category
Environmental Engineering
Identifiers
URN: urn:nbn:se:liu:diva-165254ISBN: 978 1 85449 463 4 (print)OAI: oai:DiVA.org:liu-165254DiVA, id: diva2:1425381
Conference
Spring Servitization Conference 2019, 13 - 15 May 2019, Linköping, Sweden
Available from: 2020-04-20 Created: 2020-04-20 Last updated: 2021-09-13

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Kambanou, Marianna Lena
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CiteExportLink to record
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Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • oxford
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf