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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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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