Critical Theory Of Sales Management

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Abstract My work organization is a leading provider of outsourced sales management solutions founded with the vision to deliver business and operational advantages to Greek organizations. West SA recruits highly qualified and dedicated sales professionals and manage them to meet our clients’ revenue goals. Despite the fact that the practice of sales management in my organization remains a combination of tradition, personal experience and intuition to some extent, my managers apply a series of theoretical concepts to influence the various determinants of salespeople’s performance. In my study, I do not concentrate exclusively on how managers apply these theories to a real-world sales management project. My aim is the critical evaluation of…show more content…
Not surprisingly, we may find that a series of knowledge claims do not appear to work in a practical sense at all. When focusing on whether organizational behavior theory can have a clear application-basis, there is no denying that validating theory through application presents a promising avenue. In this sense, Gabriel (2002) argues that knowledge gained from academic research and captured in management theories is considered to be valid because it works in a way that both academics and practitioners converge on its efficient control over many aspects in the managerial world. As in any other field of management - Anderson (1996) points out - the profession of sales force management has long needed the best possible integration of academic research and practice. A number of theories in this field claim to be successful when put into practice. By all means, my study subjects the preceding claim to critical analysis by evaluating the different aspects of functional performance of management theory in a real-world sales management application. The first section of this paper describes and lays out the specific sales management issue within the context of my work organization. The next section critically evaluates a series of theories relevant to recruitment and selection. The paper concludes with a review of the utility, limitations and drawbacks…show more content…
In the applied realm of this sales project, my company used a customized, structured, behavioral-based interview system coupled with a web-based test to assess sales personality. Prior to the interview, candidates took a sales personality test. This was a web-based questionnaire concentrated on the highly respected Big Five personality analysis, considered directly relevant to success in sales (Document 1, pg 17). Test scores (Document 2, pg18-19) did not lead to final selection decisions but offered an objective insight into the weak and strong points of candidates’ personality so as to facilitate the impending behavioral-based interview. During the actual interview, the interviewer assessed the candidates in light of the essential sales personality requirements by means of a series of behavioral-based questions (Document 3, pg 20). Notably, the questions were extended beyond the Big Five personality traits. Practically, my company used this selection system to assess the sales personality of fifty applicants, of whom ten were selected having received a high overall score on the behavioral-based interview. In turn, my firm conducted personnel assessments at monthly intervals, evaluating sales representatives according to a list of work behavior dimensions (Document 4, pg 21) and their sales performance (Document 5, pg22).To evaluate the relationship
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