Best Cases in B2B Sales Management

A motivation for writing this book is the recent transformation of many Western economies (including Finland's) from manufacturing and industrialism towards services and other outputs based on intellectual work. Many industrial companies are at some stage of a transformation from a product and manufacturing business towards service-based business. Such shifts necessitate large-scale transformations in organization, process, and organizational culture. Adopting a completely new approach to sales is at the center of such corporate-wide transformations and is found at the heart of the new service-based business models. The recently popularized adoption of solution selling techniques exemplifies such transformations, where the selling concept indeed drives the design of the rest of the organization and process.

The Sales Cases chosen for this book represent five topical themes in sales management:

Sales Process Management
Channel Management
Solution Selling
Account Management
Value-based Selling and Customer Business Cases

The cases are enhanced with relevant theory, which is integrated in the analyses. At best, the reader gains both (i) analytical frameworks helpful in whatever settings they will work in, as well as (ii) rich descriptions of relevant practical settings, critical patterns and events, and best practices.

The book is intended to be a rich, in-depth source of best practices in sales for both students and practitioners, ranging from management through sales managers to any individual involved with or interested in sales and selling.