Organization of Sales for Smart Product Service Systems

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.

Metadaten
Author:	Benedikt Moser, Achim Kampker GND, Philipp Jussen GND, Jana Frank GND
URL:	https://link.springer.com/chapter/10.1007/978-3-030-30000-5_64
DOI:	https://doi.org/10.1007/978-3-030-30000-5_64
ISBN:	978-3-030-29999-6
ISBN:	978-3-030-30002-9
ISBN:	978-3-030-30000-5
ISSN:	1868-4238
ISSN:	1868-422X
Parent Title (English):	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
Series (Serial Number):	IFIP advances in information and communication technology (566)
Publisher:	Springer
Place of publication:	Cham [u. a.]
Editor:	Farhad Ameri, Kathryn E. Stecke, Gregor von Cieminski, Dimitris Kiritsis
Document Type:	Conference Proceeding
Language:	English
Date of Publication (online):	2023/05/04
Date of first Publication:	2019/09/30
Release Date:	2023/05/04
Tag:	Case study research; Network thinking; Sales management; Sales organization; Smart product service systems
First Page:	518
Last Page:	526
FIR-Number:	SV7701
Name of the conference:	IFIP WG 5.7 International Conference, APMS 2019
place of the conference:	Austin (TX)
Date of the conference:	01.09.2019-05.09.2019
Institute / Department:	FIR e. V. an der RWTH Aachen
	Dienstleistungsmanagement
Dewey Decimal Classification:	6 Technik, Medizin, angewandte Wissenschaften / 62 Ingenieurwissenschaften

Open Access