| Autor: |
Janne Harkonen, Erno Mustonen, Harri Haapasalo, Petteri Annunen |
| Rok vydání: |
2021 |
| Předmět: |
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| Zdroj: |
Journal of Business & Industrial Marketing. 36:263-273 |
| ISSN: |
0885-8624 |
| DOI: |
10.1108/jbim-06-2020-0274 |
| Popis: |
Purpose This study aims to focus on creating sales capability as part of new product development (NPD). The aim is to define generic requirements for building sales capability as a part of NPD and to propose a necessary process by defining key activities for sales readiness. Design/methodology/approach An inductive and qualitative research method was used to construct a sales capability creation process based on a current state analysis in seven companies. Findings The results indicate that the status of companies’ sales-related planning varies during the NPD, and the related activities are not systematically managed. Considering sales early is necessary to enable a smooth and cost-efficient start of sales, and to avoid unnecessary delays and problems in other functions. At the same time, the companies recognise the need for improvement. Originality/value This paper presents a potential process including systematic activities for creating sales capability in conjunction with product development, which is novel to the literature. The proposed process is applicable in aligning industrial company needs. |
| Databáze: |
OpenAIRE |
| Externí odkaz: |
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