The determination of Institutional sales person’s sales skills and added values
Levo, Harri (2015)
Levo, Harri
Haaga-Helia ammattikorkeakoulu
2015
All rights reserved
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2015060512563
https://urn.fi/URN:NBN:fi:amk-2015060512563
Tiivistelmä
This research was commissioned by Commissioner X who wanted the author to create intro-duction material for new employees. The introduction material will help the new employees to get knowledge about the salesman who will contact them from the first work day onwards.
There are two research objectives: First is to determine what kind of institutional sales person is appealing to the Commissioner X’s needs. Second is to determine the added value these sales persons can offer for the representatives of the Commissioner X.
The thesis will introduce the field in which the Commissioner X is doing business, finance sector. In addition the finance sector introduction will include a presentation of the general instruments used in the business field which are different kinds of investing methods. Follow-ing the business field and introduction of the products is the theory for sales. The sales theory will present relevant information concerning both research objectives.
After the background and theory comes the actual research section which will also answer the research questions. The research was done through qualitative interviews from the Commissioner X’s perspective. The author interviewed portfolio managers of the Commis-sioner X. This was done in order to gain knowledge and experience from them which will be given onwards for the future employees of the company.
The empirical part of the research is the second last part which priors the discussion section. In the empirical part the actual research is presented with the results of it. In the discussion section the research in itself is analysed from the process perspective.
There are two research objectives: First is to determine what kind of institutional sales person is appealing to the Commissioner X’s needs. Second is to determine the added value these sales persons can offer for the representatives of the Commissioner X.
The thesis will introduce the field in which the Commissioner X is doing business, finance sector. In addition the finance sector introduction will include a presentation of the general instruments used in the business field which are different kinds of investing methods. Follow-ing the business field and introduction of the products is the theory for sales. The sales theory will present relevant information concerning both research objectives.
After the background and theory comes the actual research section which will also answer the research questions. The research was done through qualitative interviews from the Commissioner X’s perspective. The author interviewed portfolio managers of the Commis-sioner X. This was done in order to gain knowledge and experience from them which will be given onwards for the future employees of the company.
The empirical part of the research is the second last part which priors the discussion section. In the empirical part the actual research is presented with the results of it. In the discussion section the research in itself is analysed from the process perspective.