Functional Sales as a further approach to environmental product development - a case study

This paper presents findings from a case study that covers "functional sales". The case study is performed on a Business-to-Business example in the manufacturing industry. This is the first case study in a larger study and findings from this case study are presented. The emergence of functional sales is explored as well as bearers and barriers for this company. Functional sales and its implication on product development process in the company are put forward. Further how functional sales could be a driver for more environmentally sound product development is highlighted. The emphasis with the case is also to build a ground for further research.