Sales Process Evolution

  • Timo HolopainenEmail author
  • Jukka Rantala
  • Mandi Virtanen
  • Tuula Korhonen
Conference paper
Part of the Advances in Intelligent Systems and Computing book series (AISC, volume 1209)


As the sales has evolved from feature-based selling into value creating interaction, so has the sales process evolved with the development of understanding and technology. When traditional sales saw a sales process to be like a funnel running from lead generation via sales meetings and negotiations to deals, in today´s value sales process sales does not end to sales contract or even after sales. Feature-need-benefit-value framework is combined with characteristics and the competitive advantages of traditional, service, expert and value sales processes.


Sales Sales process Expert sales Value sales Value 


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Copyright information

© The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Nature Switzerland AG 2020

Authors and Affiliations

  • Timo Holopainen
    • 1
    Email author
  • Jukka Rantala
    • 1
  • Mandi Virtanen
    • 2
  • Tuula Korhonen
    • 3
  1. 1.Turku University of Applied ScienceTurkuFinland
  2. 2.Meyer Turku OyTurkuFinland
  3. 3.Haaga-Helia University of Applied ScienceHelsinkiFinland

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