Kasvuympäristön tekijöiden yhteys kielen ja lukutaidon kehitykseen

Teemanumero: Lukivaikeus.

Julkisia kohtauksia tiloissa

Kirjallisuusarvostelu

Vaikeutuva riistapolitiikka

Kirjallisuusarvostelu

Kohti aitoa tosiyliopistoa

Kirjallisuusarvostelu

Himmeneekö aikuisuus?

Kirjallisuusarvostelu

Yksilö, traditiot ja historia

Lectio praecursoria.

Nainen ja tiedemies

Kirjallisuusarvostelu

Designing the transformation from a boiler supplier into a solution seller

Competition for customers in business-to-business markets is rough, and in order to survive a seller has to be able to deliver more value to its customers than its competitors. This thesis is done for the sales department of an energy technology company operating in business-to-business markets. The company is a relatively small in its field, and it aims to expand internationally and differ itself from its competitors by providing better service for its customers and selling solutions. This study aims to design the transformation from a product seller into a solution seller by defining what is a solution and how solutions are sold, and creating an action plan for sales. Data for the study is collected in ten theme interviews, and analyzed with thematic and content analysis. The action plan is constructed based both on the data and theory. According to the findings of the study, solution is defined as a specially designed unique combination of elements – such as products, services, knowledge, experience and thinking – that work with and complement each other, and bring value to a particular customer. Solution sales requires capabilities to anticipate; build relationships with customers; identify needs and define requirements; cocreate solutions by customizing and integrating elements; and provide postdeployment support. Vision for the change is to sell solution through sensing customers’ needs and responding to them, and the steps of the action plan are to (1) cascade customer-focus, (2) involve other departments in solution sales, (3) develop customer relationship management, and (4) involve the whole organization in solution business.