From KAM to commission
11th April 2015 | Dr Beth Rogers
Beth Rogers leafs through some recent Masters dissertations to see what has been exercising the minds of sales managers.
One of the joys of running a course such as a top-up Masters programme for sales managers is that their learning is applied to their company, and both tutor and student can see the potential impact. One of the downsides is that dissertations are almost always company confidential. The specifics of the work produced in this academic year may remain under wraps, but the nature of the topics explored demonstrates some important trends in sales management.