From this conceptual framework, data can be collected and a qualitative research approach is used for this. Two cases are presented and findings from these cases show both similarities and differences between the two teams. However in general the actors involved in the selling team are composed of members with different functions and responsibilities. The knowledge and skills needed are both technical and management skills. They also need skills in value based selling and knowledge concerning the industry and development on the external environment.
Social competence is also of great importance.
Examensarbetet r confidentiellt.