Publicação
The implications of corporate purpose for the practice of professional sales : a conceptualization of purposeful selling
| Resumo: | In the context of a more responsible, sustainable economy, the concept of purpose has been gaining a lot of attention. Despite the increasing research, the concept lacks clarity in regard to its implementation. The present research aims to analyze the implications of corporate purpose on the sales function, specifically on sales management, the required metrics, and the practice of selling. Data has been collected through a comprehensive review of corporate purpose and sales literature, complemented by interviews with senior sales leaders of purpose-driven organizations. The analysis reveals the necessity of clear, practical guidelines for sales leaders, and a transformation of sales measurements into a combination of revenue, value and impact metrics. Additionally, purposeful selling requires a long-term focus, customer centricity and a high degree of transparency. |
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| Autores principais: | Uthman, Dina |
| Assunto: | Purpose Purpose-driven business Sales Sales strategies Professional selling B2B sales Responsible selling Sales management Purposeful selling Propósito Empresas com propósito Vendas Estratégias de vendas Vendas B2B Vendas responsáveis Gestão de vendas Vendas orientadas para o propósito |
| Ano: | 2021 |
| País: | Portugal |
| Tipo de documento: | dissertação de mestrado |
| Tipo de acesso: | acesso aberto |
| Instituição associada: | Universidade Católica Portuguesa |
| Idioma: | inglês |
| Origem: | Veritati - Repositório Institucional da Universidade Católica Portuguesa |
| Resumo: | In the context of a more responsible, sustainable economy, the concept of purpose has been gaining a lot of attention. Despite the increasing research, the concept lacks clarity in regard to its implementation. The present research aims to analyze the implications of corporate purpose on the sales function, specifically on sales management, the required metrics, and the practice of selling. Data has been collected through a comprehensive review of corporate purpose and sales literature, complemented by interviews with senior sales leaders of purpose-driven organizations. The analysis reveals the necessity of clear, practical guidelines for sales leaders, and a transformation of sales measurements into a combination of revenue, value and impact metrics. Additionally, purposeful selling requires a long-term focus, customer centricity and a high degree of transparency. |
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