Morgendagens Salgskompetencer

Rikke Carlé; Jens Kjær Sørensen

Morgendagens Salgskompetencer

Translated title of the contribution: Sales Competencies of Tomorrow

Rikke Carlé, Jens Kjær Sørensen

Research output: Contribution to conference without publisher/journal › Paper without publisher/journal › Research

Abstract

In this paper, we examine what changes have taken place in the B2B sales process as a result of the COVID-19 pandemic and examine what sales skills tomorrow's salesperson must have. The reference framework is the seven optimization opportunities for strengthening sales and growth in Danish companies that the project Tomorrow's Sales & Sales Management has identified (Bjerre, Jensen, & Lassen, 2020). The study was carried out partly through a literature review with literature from 2020-2021 in relation to sales processes and sales skills and partly through qualitative interviews with salespeople, sales managers and buyers. We have come up with eight main groups of competencies, which are of decisive importance for tomorrow's salesperson.

Translated title of the contribution	Sales Competencies of Tomorrow
Original language	Danish
Publication date	10 Nov 2021
Publication status	Published - 10 Nov 2021
Externally published	Yes

Keywords

salg

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Morgendagens Digitale Salg & Markedsføring
Rikke Carlé (Other)
20 Sept 2022
Activity: Talks and presentations › Talks and presentations in private or public companies

Morgendagens digitale salg & markedsføring
Rikke Carlé & Jens Kjær Sørensen
31/05/2022
1 item of Media coverage
Press/Media: Press / Media
Her er de 8 vigtigste salgskompetencer
Rikke Carlé & Jens Kjær Sørensen
25/01/2022
1 item of Media coverage
Press/Media: Press / Media
Her er morgendagens 8 vigtigste salgskompetencer
Rikke Carlé & Jens Kjær Sørensen
21/12/2021
1 item of Media coverage
Press/Media: Press / Media

Cite this

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title = "Morgendagens Salgskompetencer",

abstract = "In this paper, we examine what changes have taken place in the B2B sales process as a result of the COVID-19 pandemic and examine what sales skills tomorrow's salesperson must have. The reference framework is the seven optimization opportunities for strengthening sales and growth in Danish companies that the project Tomorrow's Sales & Sales Management has identified (Bjerre, Jensen, & Lassen, 2020). The study was carried out partly through a literature review with literature from 2020-2021 in relation to sales processes and sales skills and partly through qualitative interviews with salespeople, sales managers and buyers. We have come up with eight main groups of competencies, which are of decisive importance for tomorrow's salesperson.",

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T1 - Morgendagens Salgskompetencer

AU - Carlé, Rikke

AU - Sørensen, Jens Kjær

PY - 2021/11/10

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N2 - In this paper, we examine what changes have taken place in the B2B sales process as a result of the COVID-19 pandemic and examine what sales skills tomorrow's salesperson must have. The reference framework is the seven optimization opportunities for strengthening sales and growth in Danish companies that the project Tomorrow's Sales & Sales Management has identified (Bjerre, Jensen, & Lassen, 2020). The study was carried out partly through a literature review with literature from 2020-2021 in relation to sales processes and sales skills and partly through qualitative interviews with salespeople, sales managers and buyers. We have come up with eight main groups of competencies, which are of decisive importance for tomorrow's salesperson.

AB - In this paper, we examine what changes have taken place in the B2B sales process as a result of the COVID-19 pandemic and examine what sales skills tomorrow's salesperson must have. The reference framework is the seven optimization opportunities for strengthening sales and growth in Danish companies that the project Tomorrow's Sales & Sales Management has identified (Bjerre, Jensen, & Lassen, 2020). The study was carried out partly through a literature review with literature from 2020-2021 in relation to sales processes and sales skills and partly through qualitative interviews with salespeople, sales managers and buyers. We have come up with eight main groups of competencies, which are of decisive importance for tomorrow's salesperson.

KW - salg

KW - Sales

KW - B2B

KW - sales process

M3 - Paper uden forlag/tidsskrift

ER -

Morgendagens Salgskompetencer

Abstract

Keywords

AUB Link

Fingerprint

Activities

Morgendagens Digitale Salg & Markedsføring

Press/Media

Morgendagens digitale salg & markedsføring

Her er de 8 vigtigste salgskom­pe­ten­cer

Her er morgendagens 8 vigtigste salgskompetencer

Cite this

Her er de 8 vigtigste salgskompetencer