Demanded and Imparted Sales Competencies – Triangulating Insights from the Field

Markus Bick () and Matthias Murawski ()
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Markus Bick: ESCP Business School
Matthias Murawski: FOM University of Applied Sciences

A chapter in Serving the Customer, 2023, pp 349-364 from Springer

Abstract: Abstract Sales professionals need to possess specific competencies to be successful at their job, but these competencies are unstable and subject to change, especially in the digital age. As such, we aim to answer the following question: What are the current competencies required for sales professionals? To answer this, we conducted a case study with a renowned German company in the children's entertainment industry and developed a list of required – or demanded – competencies. In the next step, we took these competencies as the basis to assess how the Master in International Sales Management program of ESCP Business School helps students develop the required sales competencies. Our findings show that there is a match between the demanded competencies according to the case study and the imparted competencies through the study program. However, this match is of different strength for the single competencies.

Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-658-39072-3_12

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DOI: 10.1007/978-3-658-39072-3_12

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