Johannes Kunze von Bischhoffshausen

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Many companies have transformed their businesses from selling products in isolated transactions to selling solutions in long-term relationships. This transformation poses new requirements for designing the sales force structure: solution selling companies often approach the customer with sales teams, composed of different sales roles with specific(More)
The ability to capture customer needs and to tailor the provided solutions accordingly, also defined as customer intimacy, has become a significant success factor in the B2B space in particular for increasingly "servitizing" businesses. Providers aim at achieving competitive advantages, such as cross-selling and customization by leveraging customer(More)
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