Salesforce management : behvior-control and differences of profiles / Axel DUQUESNE / 2022

Titre : Salesforce management : behvior-control and differences of profiles Type de document : Mémoire Auteurs : Axel DUQUESNE Année de publication : 2022 Importance : 21 p. Note générale : Pour accéder aux fichiers PDF, merci de vous identifier sur le catalogue avec votre compte Office 365 via le bouton CONNEXION en haut de page. Langues : Anglais (eng) Mots-clés : Management FORCE DE VENTE ; COMMERCE DE DETAIL ; GRANDE DISTRIBUTION SECTEUR ; GESTION D'EQUIPE Résumé : The purpose of this dissertation is to determine the way that the salesforce managers in large retail suppliers in France can control the behaviours of their salespeople. This dissertation also put this in relation with the diversity of profiles and the differences in terms of management. To rely on practical facts, qualitative data have been collected through 10 interviews from both experienced and unexperienced salespeople and from salesforce managers, all working for suppliers in the large retail sector. The challenges are real for managers of the salesforce of suppliers because the large retail sector is in a strong phase of transformation, and the salespeople are the ones on the field so these changes cannot occur without their intervention. Their behaviours need to be fully aligned with the global strategy if the companies want to succeed in their transformation. Programme : MSc International Sales Management Permalink : https://cataloguelibrary.neoma-bs.fr/index.php?lvl=notice_display&id=574489