University of Twente Student Theses
International sales performance management within start-ups: towards a holistic framework
Heijs, S.F. (2016) International sales performance management within start-ups: towards a holistic framework.
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| Abstract: | In the globalising world start-ups often seek international growth from their establishment. However they often lack experience when it comes to sending salesman abroad. The author tried to offer a helping hand to start-ups that encounter this problem by reporting the insights obtained from a systematic literature research and semi-structured interviews and by developing an initial international sales performance management (ISPM) framework with a focus on start-ups. The framework consists of six pillars (Personal growth, goal setting, compensation plan, appreciation, empowerment and expatriate adjustment) and three mediating factors (Job engagement, motivation and job satisfaction). A checklist with all the recommended practices for start-ups is developed. This checklist can be used by start- ups to see whether their international sales performance management is in line with the existing theory. Additionally it is discussed how international sales performance should be measured and a list of metrics that measure performance is identified. All the theory is applied to the start-up SciSports, which resulted in an action plan for improvements of their international sales performance. |
| Item Type: | Essay (Bachelor) |
| Faculty: | BMS: Behavioural, Management and Social Sciences |
| Subject: | 85 business administration, organizational science |
| Programme: | International Business Administration BSc (50952) |
| Link to this item: | https://purl.utwente.nl/essays/70070 |
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