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A study of the evolving needs of hiring managers in the business-to-business technology sales sector in Ireland

Leavy, Eithne (2022) A study of the evolving needs of hiring managers in the business-to-business technology sales sector in Ireland. Masters thesis, Dublin, National College of Ireland.

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The purpose of this study is to investigate from the perspective of hiring managers, the perceived gap that exists in third level education relative to the opportunity for well-educated sales professionals in the business-to-business technology sector in Ireland.

The author will explore the sector within the context of the Irish economy and present key data specific to the outlook and expected economic contribution to the Irish economy as well as considering salient risks to the sector’s contribution.

The study builds on the work of prized journals within the field of sales and business education which examine the emerging skills required for success in the field of business-to-business technology sales. The results of the qualitative survey employed by the author, points to the importance of financial acumen as skill which is highly desirable by sales managers. These findings are important within the context of the relationship of education to sales success.

Also examined from the perspective of hiring managers, was the impact on sales performance in the field when recruiting sales executives who had sales/business focused third level qualifications versus those without. This paper achieves the objective of highlighting how sales pedagogy can be adopted to be more meaningful in the context of technology sales. It also exposes the opportunity for closer alignment between industry and education to support that development and if addressed could have the potential to accelerate the economic contribution from this sector.

Item Type: Thesis (Masters)
Subjects: L Education > LB Theory and practice of education > LB2300 Higher Education
D History General and Old World > DA Great Britain > Ireland
H Social Sciences > HF Commerce > Personnel Management
H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management > Human Resource Management > Recruitment
Divisions: School of Business > Master of Business Administration
Depositing User: Clara Chan
Date Deposited: 05 Oct 2022 13:48
Last Modified: 06 Oct 2022 10:04

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