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The Features of Performance Measurement Systems in Value-Based Selling

  • 2021
  • OriginalPaper
  • Chapter
Published in:
Authors
Viktor Sundholm
Magnus Hellström
Published in
The Palgrave Handbook of Servitization
Publisher
Springer International Publishing

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Abstract

This chapter delves into the intricacies of performance measurement systems in value-based selling, a key capability for selling industrial solutions. By aligning operations with strategy and providing crucial information for challenging and validating strategic content, these systems enhance both customer performance and sales outcomes. The chapter synthesizes various theories to identify three key features of performance measurement systems: systemic, customer relationship, and sales process outcome. It also outlines performance measurement processes throughout the value-based selling process, offering a unique perspective on how to implement these systems effectively. By bridging the gap in existing literature, this chapter provides a valuable resource for professionals seeking to optimize their value-based selling strategies.
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previous chapter Further Semiotic Perspectives on the Outcome-Based vs Performance-Based Semantic Dispute
next chapter Exploring Dynamic Capabilities to Facilitate a Smoother Transition from Servitization to Digital Servitization: A Theoretical Framework
Title
The Features of Performance Measurement Systems in Value-Based Selling
Authors
Viktor Sundholm
Magnus Hellström
Copyright Year
2021
Book
The Palgrave Handbook of Servitization

Print ISBN: 978-3-030-75770-0

Electronic ISBN: 978-3-030-75771-7

Copyright Year: 2021

DOI
https://doi.org/10.1007/978-3-030-75771-7_10
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