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Title Carrier development and learning for sales professionals in a consultancy organisation
Author Stampe, Lisa
Institution Technical University of Denmark, DTU, DK-2800 Kgs. Lyngby, Denmark
Thesis level Master's thesis
Year 2004
Abstract This report contains a description of IBM Business Consulting Service, which gives a foundation for the development of a competence development model. The model aims at evolving sales competencies for the client facing practitioners, and is described both structurally and how it is supposed to work in a real world setting. A description of how the model is to be implemented and how this work has begun is also included. Finally, theories of situated learning have been used to create a critical discussion and give a perspective on the model.
Pages 157
Keywords Sales professionals; boundaryless career; career development
Admin Creation date: 2006-06-22    Update date: 2007-02-24    Source: dtu    ID: 177755    Original MXD