The implications of corporate purpose for the practice of professional sales

: a conceptualization of purposeful selling

Abstract

In the context of a more responsible, sustainable economy, the concept of purpose has beengaining a lot of attention. Despite the increasing research, the concept lacks clarity in regard toits implementation. The present research aims to analyze the implications of corporate purposeon the sales function, specifically on sales management, the required metrics, and the practiceof selling. Data has been collected through a comprehensive review of corporate purpose andsales literature, complemented by interviews with senior sales leaders of purpose-drivenorganizations. The analysis reveals the necessity of clear, practical guidelines for sales leaders,and a transformation of sales measurements into a combination of revenue, value and impactmetrics. Additionally, purposeful selling requires a long-term focus, customer centricity and ahigh degree of transparency.

Date of Award	28 Jan 2021
Original language	English
Awarding Institution	Universidade Católica Portuguesa
Supervisor	Vera Herédia Colaço (Supervisor) & Nuno Moreira da Cruz (Co-Supervisor)