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Paul Viio

Professor
Department of Marketing
Aalto University
Finland

Biography

Dr. Paul Viio focuses on topics such as value-based selling and value sales management, international B2B sales, value-based pricing, sales presentation and negotiation skills, business relationship management, and purchasing management. At Aalto University School of Business Paul is responsible for sales research, sales education, and bringing academia and business practitioners closer to each other. Providing future leaders in business an eduation in salesis likely to have positive societal effects. To help businesses and the economy, Paul trains companies in sales, provides business consulting services, acts as advisor to companies and organizations, conducts multi-company research projects, trains sales and business executives, and gives keynote speeches that focus on the areas of service sales and value-based sales and customer relationship management. He trains executives and teaches MBA students and Bachelor & Masters students in value-based sales, personal selling and B2B relationship management at universities and business schools internationally. Additionally, he is an active writer of academic and managerial articles on sales and B2B relationship management. Paul is fluent in four languages: Swedish, Finnish, English and German. He gives keynote speeches, conducts research, teaches students and trains executives in all four languages.

Research Interest

Key account management, customer relationship management

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