Redefinition of Iscte Junior Consulting sales approach

Abstract

The market is changing in a dynamic and fast-paced rhythm, and the sales area is no exception. As a result, competitiveness increases, and holding a competitive advantage over a long period is increasingly challenging, forcing companies to rethink their strategy more frequently to guarantee that they remain competitive. This Master thesis, “Redefinition of Iscte Junior Consulting Sales Approach”, aims then to refresh and provide a new life to the commercial area of the Junior Enterprise by the definition of concrete actions that can be implemented to achieve better outcomes that positively affect the members experience at Iscte Junior Consulting. The academic expertise essential to the thesis prosecution was collected from academic knowledge summarized in the literature review with the application of the theoretical concepts to the subsequent thesis steps. From the literature review emerged the importance of using the sales funnel as the framework to guide the sales process, being used to segment the findings and convert them into a flow of personalized actions through each step of the funnel. To redefine the sales approach was essential to evaluate the current context of the internal and external environment of Iscte Junior Consulting, discovering the relevant findings that could be converted into solutions in the form of actions that Iscte Junior Consulting should adopt to improve the sales approach and achieve better commercial results. This thesis is then focused on extracting findings from the data collected and converting them into concrete actions that increase the value proposition to the members and improve their development process inside the Junior Enterprise.