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Understanding the Role, Competencies and Training of the Sales Professional Today - A Case Study of Thule Group

Volbeda, Michelle LU and Blanch, Genevieve LU (2016) BUSN39 20161
Department of Business Administration
Abstract
The purpose of this paper is two fold. First we clarify and enrich the understanding of the need for higher sales educated professionals through an extensive understanding of the sales transformation. Second, we develop an understanding of the sales role and its related competencies in a transformed sales landscape. We introduce a theoretical framework to understand the need for sales educated professionals and use this to develop further understanding of the role and competencies. The underlying aim of our research is to bring in line the substantive importance of sales as an academic discipline from our context setting, In a single case study of Thule Group, semi-structured interviews with five professionals working in several sales... (More)
The purpose of this paper is two fold. First we clarify and enrich the understanding of the need for higher sales educated professionals through an extensive understanding of the sales transformation. Second, we develop an understanding of the sales role and its related competencies in a transformed sales landscape. We introduce a theoretical framework to understand the need for sales educated professionals and use this to develop further understanding of the role and competencies. The underlying aim of our research is to bring in line the substantive importance of sales as an academic discipline from our context setting, In a single case study of Thule Group, semi-structured interviews with five professionals working in several sales functions and levels, we confirm the need for university educated sales professionals due to the transformed role of sales and the need for higher level thinking to fulfil the role today. The changes to the role of sales today is described (greater responsibility, more relationship management, co-creation of value, analytical thinking and unification of goals) and leads to contribution of a set of required competencies as a sales professional today. We identify for educators, students and practitioners the competencies required to fulfil a sales role today. As a result of our research, a new problem of obtaining these competencies is revealed and a number of barriers to begin the thinking on this issue are addressed. (Less)
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author
Volbeda, Michelle LU and Blanch, Genevieve LU
supervisor
organization
course
BUSN39 20161
year
type
H1 - Master's Degree (One Year)
subject
keywords
transformation of sales, sales education, sales role, sales profession, sales competencies and sales skills
language
English
id
8880171
date added to LUP
2016-06-26 12:48:32
date last changed
2016-06-26 12:48:32
@misc{8880171,
  abstract     = {The purpose of this paper is two fold. First we clarify and enrich the understanding of the need for higher sales educated professionals through an extensive understanding of the sales transformation. Second, we develop an understanding of the sales role and its related competencies in a transformed sales landscape. We introduce a theoretical framework to understand the need for sales educated professionals and use this to develop further understanding of the role and competencies. The underlying aim of our research is to bring in line the substantive importance of sales as an academic discipline from our context setting, In a single case study of Thule Group, semi-structured interviews with five professionals working in several sales functions and levels, we confirm the need for university educated sales professionals due to the transformed role of sales and the need for higher level thinking to fulfil the role today. The changes to the role of sales today is described (greater responsibility, more relationship management, co-creation of value, analytical thinking and unification of goals) and leads to contribution of a set of required competencies as a sales professional today. We identify for educators, students and practitioners the competencies required to fulfil a sales role today. As a result of our research, a new problem of obtaining these competencies is revealed and a number of barriers to begin the thinking on this issue are addressed.},
  author       = {Volbeda, Michelle and Blanch, Genevieve},
  keyword      = {transformation of sales,sales education,sales role,sales profession,sales competencies and sales skills},
  language     = {eng},
  note         = {Student Paper},
  title        = {Understanding the Role, Competencies and Training of the Sales Professional Today - A Case Study of Thule Group},
  year         = {2016},
}