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Att se in i framtiden : En studie om hur konceptet insiktsförsäljning påverkar ett B2B-företags försäljningsprocess

Background: The result of our interactive information society is that sales business has shifted from a tactical to a strategical focus, thus companies have had to adapt to this change. The evolution of sales shows that companies have gone from one static model to another, which is discarded by the new concept ‘insight selling’ claiming that it through insights is possible to be forceful in the, these days, rough sales climate. Purpose: The purpose of the report is to form an understanding of how insight sales affect a sales process. Research question: How does insight selling affect the B2B sales process? Methodology: Process mapping through interviews in combination with organizational documents. Findings: Insight selling affects the sales process by a clearer research mindset and a change in communication in relation to the customer.

Identiferoai:union.ndltd.org:UPSALLA1/oai:DiVA.org:lnu-36321
Date January 2014
CreatorsMarković, Daniel, Andersson, Oskar
PublisherLinnéuniversitetet, Institutionen för organisation och entreprenörskap (OE), Linnéuniversitetet, Institutionen för organisation och entreprenörskap (OE)
Source SetsDiVA Archive at Upsalla University
LanguageSwedish
Detected LanguageEnglish
TypeStudent thesis, info:eu-repo/semantics/bachelorThesis, text
Formatapplication/pdf
Rightsinfo:eu-repo/semantics/openAccess

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