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Sales Professionalism – A Practice Theory Study

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Advances in Human Factors, Business Management and Leadership (AHFE 2021)

Part of the book series: Lecture Notes in Networks and Systems ((LNNS,volume 267))

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Abstract

The article introduces and applies the concepts of Pierre Bourdieu to study the professional habitus of sales professionals and its relation to the field of sales, doxa of sales and the logic of practice. Article discusses these concepts and proposes a research design to study the combination of the theoretical concepts with a practical approach. Further research is needed to gain new insights on sales professionalism and to help to improve the sales performance and to illustrate why experienced and successful sales professionals for example “just know” the right time to close the deal with the right proposal.

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Author information

Authors and Affiliations

  1. Turku University of Applied Sciences, Joukahaisenkatu 3, 20520, Turku, Finland

    Krista Holopainen, Jukka Rantala & Timo Holopainen

Authors
  1. Krista Holopainen
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  2. Jukka Rantala
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  3. Timo Holopainen
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Corresponding author

Correspondence to Krista Holopainen .

Editor information

Editors and Affiliations

  1. Department of Mechanical and Materials Engineering, University of Turku, Turku, Finland

    Jussi Ilari Kantola

  2. Institute of Maritime Operations, University of South-Eastern Norway, Borre, Norway

    Salman Nazir

  3. Häme University of Applied Sciences, Hämeenlinna, Finland

    Vesa Salminen

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© 2021 The Author(s), under exclusive license to Springer Nature Switzerland AG

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Holopainen, K., Rantala, J., Holopainen, T. (2021). Sales Professionalism – A Practice Theory Study. In: Kantola, J.I., Nazir, S., Salminen, V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2021. Lecture Notes in Networks and Systems, vol 267. Springer, Cham. https://doi.org/10.1007/978-3-030-80876-1_3

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  • DOI: https://doi.org/10.1007/978-3-030-80876-1_3

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  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-030-80875-4

  • Online ISBN: 978-3-030-80876-1

  • eBook Packages: EngineeringEngineering (R0)

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