Abstract
Purpose: The aim of the study is to provide insight into the competences and management of manufacturers’ salespeople selling advanced services and hybrid offerings
Design/Methodology/Approach: An exploratory research design was adopted, using interview data from sales managers in seven firms in the Information & Communication Technology (ICT) sector
Findings: Five competences and management practices were identified: salespeople’s knowledge; creation of productised offerings; adaptive selling; teamwork/internal networking; sales control/reward systems.
Originality/Value: Sales is one of the key challenges for manufacturers looking to become more servitized. This study extends and refines previous research in this field by identifying a number of competences and management practices required by manufacturers to enable the salesforce to become more effective at selling advanced services and hybrid offerings.
| Original language | English |
|---|---|
| Title of host publication | Proceedings of the Spring Servitization Conference, Internationalisation through Servitization |
| Editors | Shaun West, Heiko Gebauer, Tim Baines |
| Pages | 154-162 |
| Number of pages | 8 |
| ISBN (Electronic) | 978 1 85449 418 4 |
| Publication status | Published - 16 May 2017 |