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Att se in i framtiden: En studie om hur konceptet insiktsförsäljning påverkar ett B2B-företags försäljningsprocess
Linnaeus University, School of Business and Economics, Department of Organisation and Entrepreneurship.
Linnaeus University, School of Business and Economics, Department of Organisation and Entrepreneurship.
2014 (Swedish)Independent thesis Basic level (degree of Bachelor), 10 credits / 15 HE creditsStudent thesis
Abstract [en]

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.

Place, publisher, year, edition, pages
2014. , 63 p.
Keyword [en]
Sales, sales process, selling process, sales management, buying process, purchasing, buyer-seller relationship, insight selling
National Category
Business Administration
URN: urn:nbn:se:lnu:diva-36321OAI: diva2:736801
Subject / course
Business Administration - Organization Leadership
Educational program
Enterprising & Business Development, 180 credits
Available from: 2014-08-11 Created: 2014-08-08 Last updated: 2014-08-11Bibliographically approved

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Marković, DanielAndersson, Oskar
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