Date of Graduation
5-2022
Document Type
Thesis
Degree Name
Bachelor of Science in Business Administration
Degree Level
Undergraduate
Department
Supply Chain Management
Advisor/Mentor
Williams, Donnie
Abstract
The purpose of this research is to explore phenomena within the experience of consumer packaged goods (CPG) account representatives in customer-facing roles by investigating the impact of supply chain training, experience, and skills on sales role effectiveness in CPG companies. Findings suggest that skills needed for sales include technical competency, excellent communication skills, and the knowledge to keep commitments. Supply chain understanding within their industry impacts these identified skills by removing confusion, improving identification with their company, realistically aligning customer expectations, and building confidence.
Keywords
supply chain training; organizational identification; operations experience; knowledge gap; supply chain complexity
Citation
Jetton, L. (2022). Understanding Supply Chain Management: A Necessary Skill for Salespeople?. Supply Chain Management Undergraduate Honors Theses Retrieved from https://scholarworks.uark.edu/scmtuht/24
Included in
Business Administration, Management, and Operations Commons, Operations and Supply Chain Management Commons, Sales and Merchandising Commons, Training and Development Commons
