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Sales Process Evolution

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Advances in Human Factors, Business Management and Leadership (AHFE 2020)

Part of the book series: Advances in Intelligent Systems and Computing ((AISC,volume 1209))

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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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Author information

Authors and Affiliations

  1. Turku University of Applied Science, Joukahaisenkatu 2, 20520, Turku, Finland

    Timo Holopainen & Jukka Rantala

  2. Meyer Turku Oy, Telakkakatu 1, P33A, 20240, Turku, Finland

    Mandi Virtanen

  3. Haaga-Helia University of Applied Science, Ratapihantie 13, 00520, Helsinki, Finland

    Tuula Korhonen

Authors
  1. Timo Holopainen
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  2. Jukka Rantala
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  3. Mandi Virtanen
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  4. Tuula Korhonen
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Corresponding author

Correspondence to Timo Holopainen .

Editor information

Editors and Affiliations

  1. Department of Production, University of Vaasa, Vaasa, Finland

    Jussi Ilari Kantola

  2. Institute of Maritime Operations, University College of Southeast Norway, Borre, Norway

    Salman Nazir

  3. Häme University of Applied Sciences, Hämeenlinna, Finland

    Vesa Salminen

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© 2020 The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Nature Switzerland AG

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Holopainen, T., Rantala, J., Virtanen, M., Korhonen, T. (2020). Sales Process Evolution. In: Kantola, J., Nazir, S., Salminen, V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2020. Advances in Intelligent Systems and Computing, vol 1209. Springer, Cham. https://doi.org/10.1007/978-3-030-50791-6_22

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

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  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-030-50790-9

  • Online ISBN: 978-3-030-50791-6

  • eBook Packages: EngineeringEngineering (R0)

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