Solution To Provide Customer Value

In current marketing world, more and more attentions are being paid to project sales model. Project-sales, which is known as Project Selling or Solution Selling abroad, is a new sales model that delivers values to customers by the way of solution-providing.Once a time, all of a sudden, almost every salesman began to claim that they were in the solutions business when they made presentations to their customers. Obviously, for the most part it's just empty words. Yet, when we ask these same salespeople what solution they are providing for their customers, they tell a definitely different story. Although only very few people knows what the word solution means and how to do solutions business effectively, anyhow, the terminology is used so much that most people are proud to be in the solutions business.In fact the most updated definition of Solution Selling is "It's a mutually shared answer to a recognized problem, and the answer provides measurable improvement". From which we can learn, Solution Selling, i.e., Project Sales is definitely different from the Traditional Product Selling.Herein this dissertation starts from the differences between Project Sales and Product Selling, analyzes and outlines the characters of Project Sales, figures out the bigger challenges of project Sales management, which results in the deep-thinking of Project Sales model and its effective management. With the followed successful examples of IBM and Huawei, the paper also analyzes the European M Company System Equipment SBU's business development model in China Market, and then brings forward the innovative sales management plan for its future business development.Using the theories of Consultative Sales, Value delivering, System Thinking etc., the paper probes into Project Sales Process, Practical Skills, summarizes Project Sales' executing & effective managing measures, and discovers Project-sales' Core Competences and CSF (Critical Successful Factors).Thanks to the generous guide of the advisor, the dissertation is completed on the basis of existing theories and the author's practical experiences and personal understanding for many years, and relevant knowledge gained through the last two and a half year MBA study.Therefore, the author owes quite a lot to the school's educating and the advisor's guiding.