SHR — Swiss Human Resources
Research 2025-09-18 High-Value Selling Bern

What does selling a solution mean?

Contact us
Read in:FrançaisDeutschItaliano
What does selling a solution mean? — SHR, Bern
What does selling a solution mean? — SHR, Bern

What does selling a solution mean? — what studies show, and what they don't.

The research

Tuli, Kohli and Bharadwaj (2007, Journal of Marketing) find customers see solutions as a relational process including post-deployment support.

The limit

Qualitative study. (our executive and employee training programmes)

What does selling a solution mean? — SHR, Bern — Berne
What does selling a solution mean? — SHR, Bern — Berne

Practical check in Bern

Schedule a three-month follow-up to check actual use. To go further: explore the High-Value Selling training in Bern, or browse our executive and employee training programmes in Switzerland.

In pictures: High-Value Selling in Bern

High-Value Selling training in Bern — in practice
High-Value Selling training in Bern — in practice
High-Value Selling training in Bern — hands-on workshop
High-Value Selling training in Bern — hands-on workshop
High-Value Selling training in Bern — on the ground
High-Value Selling training in Bern — on the ground

More articles on High-Value Selling

Research · Lausanne
What predicts sales performance? A meta-analysis
Research · Zurich
What predicts sales performance
Research · Neuchâtel
Sales negotiation: should you name your price first?
Research · Neuchâtel
Switching suppliers: what the sales pitch leaves out

More articles on Bern

Research · Time Management & Prioritisation
Meetings: what research says about their effectiveness
Research · Leading AI Adoption in Your Team
Adopting new technology: the decisive role of the team
Research · Decision-making
Expert judgement or simple rule: what half a century of research says
Research · AI on the Job
The 'ironies of automation' applied to AI at work