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Barriers to the Development of Regional Competitiveness in the Context of Regional Economies - EU, Latvia, Region Vidzeme Case Study Read chapter Read first chapter

2020 | OriginalPaper | Chapter

Sales Process Evolution

Authors : Timo Holopainen, Jukka Rantala, Mandi Virtanen, Tuula Korhonen

Published in: Advances in Human Factors, Business Management and Leadership

Publisher: Springer International Publishing

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Abstract

As the sales has evolved from feature-based selling into value creating interaction, so has the sales process evolved with the development of understanding and technology. When traditional sales saw a sales process to be like a funnel running from lead generation via sales meetings and negotiations to deals, in today´s value sales process sales does not end to sales contract or even after sales. Feature-need-benefit-value framework is combined with characteristics and the competitive advantages of traditional, service, expert and value sales processes.

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Metadata
Title
Sales Process Evolution
Authors
Timo Holopainen
Jukka Rantala
Mandi Virtanen
Tuula Korhonen
Copyright Year
2020
Book
Advances in Human Factors, Business Management and Leadership

Print ISBN: 978-3-030-50790-9

Electronic ISBN: 978-3-030-50791-6

Copyright Year: 2020

DOI
https://doi.org/10.1007/978-3-030-50791-6_22