Building Client Relationships as a Novice B2B Sales Representative
Granberg, Atti (2023)
2023
All rights reserved. This publication is copyrighted. You may download, display and print it for Your own personal use. Commercial use is prohibited.
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2023121236405
https://urn.fi/URN:NBN:fi:amk-2023121236405
Tiivistelmä
The purpose of this thesis was to research how novice B2B sales representatives are building client relationships and what challenges they are facing.
The theoretical part of the thesis delves into the key concepts of client relationship building. The study used a qualitative research method and semi-structured interviews were selected as the primary data collection method. The data that was acquired was analysed using thematic analysis.
Research results shows that trust, active listening, personalizing approaches to specific people, and soft skills as crucial elements for novice sales representatives to establish strong client relationships. CRM systems and the sales funnel model was also identified as valuable tools to novice sales representatives in navigating the complex field of B2B sales. The findings of this thesis provide valuable insights for sales representatives and contribute to the understanding of client relationship building in the area of B2B sales.
The theoretical part of the thesis delves into the key concepts of client relationship building. The study used a qualitative research method and semi-structured interviews were selected as the primary data collection method. The data that was acquired was analysed using thematic analysis.
Research results shows that trust, active listening, personalizing approaches to specific people, and soft skills as crucial elements for novice sales representatives to establish strong client relationships. CRM systems and the sales funnel model was also identified as valuable tools to novice sales representatives in navigating the complex field of B2B sales. The findings of this thesis provide valuable insights for sales representatives and contribute to the understanding of client relationship building in the area of B2B sales.