Integrating services into solution offerings in the sales work of project-based firms

Volume: 37, Issue: 8, Pages: 956 - 967
Published: Nov 1, 2019
Abstract
Project marketing and sales are the key activities at the front-end of solution delivery projects. Effective sales are a prerequisite for successful solution delivery in project-based firms, but little is known about the requirements for sales practices, particularly when the firm integrates services into solution offerings. The purposes of this study are to explore the integration of services into the sales of solutions and identify the needs...
Paper Details
Title
Integrating services into solution offerings in the sales work of project-based firms
Published Date
Nov 1, 2019
Volume
37
Issue
8
Pages
956 - 967
Citation AnalysisPro
  • Scinapse’s Top 10 Citation Journals & Affiliations graph reveals the quality and authenticity of citations received by a paper.
  • Discover whether citations have been inflated due to self-citations, or if citations include institutional bias.