Paul Viio

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.

BACKGROUND

After having worked and held various positions in sales for 15 years across Europe, in the fall of 2007 he decided to pursue a doctoral degree, which he earned in 2011 in sales and sales management from the Hanken School of Economics, Helsinki, Finland.

He has extensive work experience from sales in various business-to-business companies in Europe and has held various sales management positions in different companies. Additionally, Paul is the founder and managing partner of a privately owned consulting company that focuses on international sales and business development.

In addition to his professor position at Aalto University School of Business, Paul is Director of sales research at Hanken School of Economics, Finland. He has previously also held positions such as visiting professor, visiting lecturer, and senior researcher at universities in various countries, including Austria, Finland, Monaco, and Sweden.