Solution sales process blueprinting
(2018)
Journal Article
Rabetino, R., Ogundipe, S. J., & Kohtamäki, M. (2018). Solution sales process blueprinting. International Journal of Business Environment, 10(2), 132-159. https://doi.org/10.1504/IJBE.2018.095799
By utilising the blueprinting technique, this study develops a sales process framework that visualises different activities, actors, and customer touch-points in the solution sales process. Based on a multiple-case study that includes data from eight... Read More about Solution sales process blueprinting.