Enhancing global sales performance of tower presses in industrial application
No Thumbnail Available
URL
Journal Title
Journal ISSN
Volume Title
School of Business |
Master's thesis
Authors
Date
2024
Department
Major/Subject
Mcode
Degree programme
Management and International Business (MIB)
Language
en
Pages
94
Series
Abstract
In today’s global markets, companies are continuously pursuing new sales opportunities worldwide while enhancing their products to meet and exceed market expectations. This creates a multifaceted challenge for several companies as they need to find ways to differentiate from competitors while acquiring new customers and maintaining relationships with the existing ones. To gain competitive advantage, it is essential that product managers regularly review the product’s market positioning and competitive atmosphere. This opens the door for value-driven sales discussion, enabling companies to transit towards the sales of expertise and knowledge. The aim of this study is to provide an overview on the existing sales processes and value justification methods for Larox PF filters within selected industrial filtration applications. The study aims to bridge a literature gap by evaluating the effective global sales strategies of a well-established international company and its products. This research was carried out as a mixed-method study, integrating both a quantitative analysis of product data of delivered projects in the selected industrial filtration applications over the last two decades and a qualitative component that included 14 interviews. The interviewees included sales representatives, product and sales managers, and customers. The chosen research approach, supported by empirical data, enabled an in-depth exploration and evaluation of the dynamics of people-driven global sales in the context of highly complex products. The results of this study suggest that sales and product management should focus on improving the efficiency of value driven discussion during the sales process. This study also identified various sales process perspectives based on customer back-ground. The implications of these findings include recommended sales strategies and tailored value propositions for each industrial filtration application within the research framework. Further research is recommended to better understand and utilize the customer perspective in different sales approaches and filtration applications.Description
Thesis advisor
Kähäri, PerttuKeywords
international business, product management, sales management, value justification, sales process