Understanding the Role, Competencies and Training of the Sales Professional Today - A Case Study of Thule Group
(2016) BUSN39 20161Department 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)
Please use this url to cite or link to this publication:
http://lup.lub.lu.se/student-papers/record/8880171
- author
- Volbeda, Michelle LU and Blanch, Genevieve LU
- supervisor
- organization
- course
- BUSN39 20161
- year
- 2016
- 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}},
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}},
}