Navigating Complexity: The Challenges of B2B Salesperson Mental Health Issues

Ashwin Baliga and Chavi Chi-Yun Fletcher-Chen
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Ashwin Baliga: LEM - Lille économie management - UMR 9221 - UA - Université d'Artois - UCL - Université catholique de Lille - Université de Lille - CNRS - Centre National de la Recherche Scientifique
Chavi Chi-Yun Fletcher-Chen: LEM - Lille économie management - UMR 9221 - UA - Université d'Artois - UCL - Université catholique de Lille - Université de Lille - CNRS - Centre National de la Recherche Scientifique

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Abstract: This case study utilises the routine of a B2B salesperson to highlight the challenges faced in the sales profession, while also showcasing the potential factors that can lead to mental health issues. This case study aims to highlight the importance of recognising the effects of mental health issues among B2B salespeople on individual, team, and company performance. The case study can be employed in a flipped classroom framework for educational and training purposes. The materials are designed to promote brainstorming for problem-solving, enhancing engagement and collaboration among participants in consultancy, human resource management, CSR, and DEI management. Teaching notes are included in this case to provide training and teaching suggestions.

Date: 2025
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Published in 2025

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-05114340

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