TY  - CONF
A1  - Moser, Benedikt
A1  - Kampker, Achim
A1  - Jussen, Philipp
A1  - Frank, Jana
A2  - Ameri, Farhad
A2  - Stecke, Kathryn E.
A2  - von Cieminski, Gregor
A2  - Kiritsis, Dimitris
T1  - Organization of Sales for Smart Product Service Systems
T2  - Advances in Production Management Systems. Production Management for the Factory of the Future:  IFIP WG 5.7 International Conference, APMS 2019, Austin, TX, USA, September 1–5, 2019, Proceedings, Part I
N2  - Many industrial companies face their digital transformation. In addition to an existing portfolio of products and services, new digital services are being developed to offer a portfolio of smart product service systems (Smart PSS). While the development of new digital services is rarely a problem for the companies, the organization of sales and distribution of Smart PSS in particular is a key issue. The sales of Smart PSS differs considerably from the sales of only products or services and must therefore be designed differently in order to meet customer requirements and successfully commercialize the developed Smart PSS. This paper therefore describes how the sales organization of Smart PSS should be designed successfully in various forms. The network thinking methodology is used in combination with a case study research approach to describe the connection between the offered portfolio, the customer requirements and the different elements of a sales organization. Furthermore, four different types of a sales organization for Smart PSS are described. This paper gives a recommendation for companies on a design of their sales organizations on which practical implications may be developed.
T3  - IFIP advances in information and communication technology - 566 
KW  - Smart product service systems
KW  - Sales organization
KW  - Sales management
KW  - Network thinking
KW  - Case study research
Y1  - 2023
UR  - https://epub.fir.de/frontdoor/index/index/docId/2554
UR  - https://link.springer.com/chapter/10.1007/978-3-030-30000-5_64
SN  - 978-3-030-29999-6
SN  - 978-3-030-30002-9
SN  - 978-3-030-30000-5
SN  - 1868-4238
SN  - 1868-422X
SP  - 518
EP  - 526
PB  - Springer
CY  - Cham [u. a.]
ER  -