The implications of corporate purpose for the practice of professional sales : a conceptualization of purposeful selling

Detalhes bibliográficos
Autor(a) principal: Uthman, Dina
Data de Publicação: 2021
Tipo de documento: Dissertação
Idioma: eng
Título da fonte: Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
Texto Completo: http://hdl.handle.net/10400.14/35179
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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spelling The implications of corporate purpose for the practice of professional sales : a conceptualization of purposeful sellingPurposePurpose-driven businessSalesSales strategiesProfessional sellingB2B salesResponsible sellingSales managementPurposeful sellingPropósitoEmpresas com propósitoVendasEstratégias de vendasVendas B2BVendas responsáveisGestão de vendasVendas orientadas para o propósitoDomínio/Área Científica::Ciências Sociais::Economia e GestãoIn 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.No contexto de uma economia sustentável mais responsável, o conceito de propósito tem recebido atenção crescente. Apesar do cada vez maior número de artigos científicos, a forma de implementação deste conceito ainda não é clara. Esta dissertação pretende analisar as implicações do Propósito na função de vendas, especificamente na gestão de vendas, nas métricas necessárias e na prática de vendas B2B (de empresa a empresa). Foram recolhidos dados através de uma análise da literatura exaustiva acerca do conceito de Propósito e de vendas B2B, apoiada por entrevistas a líderes de vendas de organizações com propósito. A análise revela a necessidade de diretrizes claras e práticas para os líderes de vendas, e uma mudança nas métricas de vendas que abranja receitas, valor e impacto. Para além disso, aplicar o conceito a vendas implica foco a longo-prazo, que o centro da atenção da empresa seja o cliente e ainda um elevado grau de transparência.Colaço, Vera Maria Portela Herédia Lancastre FreitasVeritati - Repositório Institucional da Universidade Católica PortuguesaUthman, Dina2021-09-23T14:23:40Z2021-01-2820212021-01-28T00:00:00Zinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisapplication/pdfhttp://hdl.handle.net/10400.14/35179TID:202656748enginfo:eu-repo/semantics/openAccessreponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAP2023-07-12T17:40:41Zoai:repositorio.ucp.pt:10400.14/35179Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-19T18:28:31.812253Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãofalse
dc.title.none.fl_str_mv The implications of corporate purpose for the practice of professional sales : a conceptualization of purposeful selling
title The implications of corporate purpose for the practice of professional sales : a conceptualization of purposeful selling
spellingShingle The implications of corporate purpose for the practice of professional sales : a conceptualization of purposeful selling
Uthman, Dina
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
Domínio/Área Científica::Ciências Sociais::Economia e Gestão
title_short The implications of corporate purpose for the practice of professional sales : a conceptualization of purposeful selling
title_full The implications of corporate purpose for the practice of professional sales : a conceptualization of purposeful selling
title_fullStr The implications of corporate purpose for the practice of professional sales : a conceptualization of purposeful selling
title_full_unstemmed The implications of corporate purpose for the practice of professional sales : a conceptualization of purposeful selling
title_sort The implications of corporate purpose for the practice of professional sales : a conceptualization of purposeful selling
author Uthman, Dina
author_facet Uthman, Dina
author_role author
dc.contributor.none.fl_str_mv Colaço, Vera Maria Portela Herédia Lancastre Freitas
Veritati - Repositório Institucional da Universidade Católica Portuguesa
dc.contributor.author.fl_str_mv Uthman, Dina
dc.subject.por.fl_str_mv 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
Domínio/Área Científica::Ciências Sociais::Economia e Gestão
topic 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
Domínio/Área Científica::Ciências Sociais::Economia e Gestão
description 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.
publishDate 2021
dc.date.none.fl_str_mv 2021-09-23T14:23:40Z
2021-01-28
2021
2021-01-28T00:00:00Z
dc.type.status.fl_str_mv info:eu-repo/semantics/publishedVersion
dc.type.driver.fl_str_mv info:eu-repo/semantics/masterThesis
format masterThesis
status_str publishedVersion
dc.identifier.uri.fl_str_mv http://hdl.handle.net/10400.14/35179
TID:202656748
url http://hdl.handle.net/10400.14/35179
identifier_str_mv TID:202656748
dc.language.iso.fl_str_mv eng
language eng
dc.rights.driver.fl_str_mv info:eu-repo/semantics/openAccess
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
dc.source.none.fl_str_mv reponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
instacron:RCAAP
instname_str Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
instacron_str RCAAP
institution RCAAP
reponame_str Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
collection Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
repository.name.fl_str_mv Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
repository.mail.fl_str_mv
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