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Strategies for Selling Services

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Abstract:

With the service economy on the ascension, companies are yearning for mechanisms to connect their service solutions to their customer's problems, and have the customer acknowledge that their solution is the best. In order to meet these requirements, the foundations of the model used to deploy such solutions need to be concrete. The solution must capture the fundamental nature of the target markets and embody all of the customers' expectations. This article reviews literature that will inform the development of these models and identifies relevant strategies to enable growth options around service-based solutions.

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