Effekten av KBT-baserad coaching på säljstil, säljförmåga och arbetsprestation hos säljare.
(2014) PSPT02 20132Department of Psychology
- Abstract (Swedish)
- Studiens syfte var att undersöka hur KBT-baserad psykologisk coaching kan påverka säljförmåga, säljstil och arbetsprestation hos säljare på ett större svenskt telekomföretag. Av de tolv säljare som ingick i studien fick sex genomgå coaching och övriga deltagare utgjorde en kontrollgrupp. Formulären Sales Orientation Customer Orientation (SOCO) och Selling Skills användes för att studera säljstil respektive säljförmåga före och efter coaching. Arbetsprestation mättes med hjälp av chefsskattningar. Resultaten visade att såväl coachinggruppen som kontrollgruppen utvecklade högre säljförmågor och arbetsprestation över tid. Deltagarna bedömde sig vara mer kunniga om sina produkter och konkurrenter, ha en större förmåga att presentera sina... (More)
- Studiens syfte var att undersöka hur KBT-baserad psykologisk coaching kan påverka säljförmåga, säljstil och arbetsprestation hos säljare på ett större svenskt telekomföretag. Av de tolv säljare som ingick i studien fick sex genomgå coaching och övriga deltagare utgjorde en kontrollgrupp. Formulären Sales Orientation Customer Orientation (SOCO) och Selling Skills användes för att studera säljstil respektive säljförmåga före och efter coaching. Arbetsprestation mättes med hjälp av chefsskattningar. Resultaten visade att såväl coachinggruppen som kontrollgruppen utvecklade högre säljförmågor och arbetsprestation över tid. Deltagarna bedömde sig vara mer kunniga om sina produkter och konkurrenter, ha en större förmåga att presentera sina produkter och deras chefer bedömde att de presterade bättre i sitt arbete. Resultaten visar också att de observerade förändringarna sannolikt inte är orsakad av coaching som metod. Att samtliga deltagare utvecklas positivt avseende försäljningsskicklighet och arbetsprestation tyder på gemensamma orsaker som exempelvis säsongseffekter, interventionseffekter eller gruppgemensamma faktorer. Studien är den första som empiriskt studerar hur psykologiskt baserad coaching kan påverka säljstil, säljförmåga och arbetsprestation hos säljare. (Less)
- Abstract
- The purpose of the study was to examine the possible effects of psychologically based coaching on sales factors and work performance of salesmen working at a major telecommunication company in Sweden. Six of the participants received cognitive behavior therapy (CBT) based coaching and the remaining six participants comprised the control group. The Sales Orientation Customer Orientation SOCO and Selling Skills questionnaires were used to study selling orientation and selling skills respectively and manager ratings were used to study participant work performance. All studied variables were measured before and after coaching. The results show that the participants exhibited significantly higher selling skills and work performance over time.... (More)
- The purpose of the study was to examine the possible effects of psychologically based coaching on sales factors and work performance of salesmen working at a major telecommunication company in Sweden. Six of the participants received cognitive behavior therapy (CBT) based coaching and the remaining six participants comprised the control group. The Sales Orientation Customer Orientation SOCO and Selling Skills questionnaires were used to study selling orientation and selling skills respectively and manager ratings were used to study participant work performance. All studied variables were measured before and after coaching. The results show that the participants exhibited significantly higher selling skills and work performance over time. The participants estimated that they were more knowledgeable regarding their products and competitors, were better able to present their products and their managers estimated that their work performance was higher. The results also indicate that the observed changes probably are not caused by the method of coaching. The positive development in selling skills and work performance observed in the both groups of participants indicate that the positive effects observed are due to common causes such as seasonal effects, intervention effects or other group specific causes. The study is the first to empirically investigate the effects of coaching on selling orientation, selling skills and work performance in salesmen. (Less)
Please use this url to cite or link to this publication:
http://lup.lub.lu.se/student-papers/record/4318270
- author
- Heidarabadi Widestedt, Nima LU
- supervisor
-
- Johan Bertlett LU
- Thomas Sewerin LU
- organization
- course
- PSPT02 20132
- year
- 2014
- type
- H3 - Professional qualifications (4 Years - )
- subject
- keywords
- Coaching, KBT, SOCO, Selling Skills, säljförmåga, försäljning, arbetsprestation, OCB
- language
- Swedish
- id
- 4318270
- date added to LUP
- 2014-02-24 10:28:22
- date last changed
- 2014-02-24 10:28:22
@misc{4318270,
abstract = {{The purpose of the study was to examine the possible effects of psychologically based coaching on sales factors and work performance of salesmen working at a major telecommunication company in Sweden. Six of the participants received cognitive behavior therapy (CBT) based coaching and the remaining six participants comprised the control group. The Sales Orientation Customer Orientation SOCO and Selling Skills questionnaires were used to study selling orientation and selling skills respectively and manager ratings were used to study participant work performance. All studied variables were measured before and after coaching. The results show that the participants exhibited significantly higher selling skills and work performance over time. The participants estimated that they were more knowledgeable regarding their products and competitors, were better able to present their products and their managers estimated that their work performance was higher. The results also indicate that the observed changes probably are not caused by the method of coaching. The positive development in selling skills and work performance observed in the both groups of participants indicate that the positive effects observed are due to common causes such as seasonal effects, intervention effects or other group specific causes. The study is the first to empirically investigate the effects of coaching on selling orientation, selling skills and work performance in salesmen.}},
author = {{Heidarabadi Widestedt, Nima}},
language = {{swe}},
note = {{Student Paper}},
title = {{Effekten av KBT-baserad coaching på säljstil, säljförmåga och arbetsprestation hos säljare.}},
year = {{2014}},
}