Chair for Sales
Manager : Pierre Chenet
The Chair for Sales focuses on two specific areas of operational research :
- Market differentiation
- Sales staff performance
Operational research activities are conducted under the leadership of Pierre Chenet, professor of Services Marketing and Sales Management, who has defined a dedicated scientific project to explore these fields.
There are three key components to the scientific project :
- Research : An academic paper on market differentiation was published in the Journal of Services Marketing (No. 5, Volume 24), providing a progress overview on research activities conducted by the Chair in this field. A study focusing on sales staff performance is currently under way and is scheduled for publication in 2011;
- Teaching : A 45-hour teaching module, delivered in joint collaboration with our partners, provides participating students with a solid foundation course in sales management and negotiation techniques;
- Relations with supporting partners : A cooperation programme is in place with our partners for both research and teaching activities.