‘Relevance Of Intrapreneurship To Sales Leadership - An Exploratory Study’

Crasta, Johnson (2011) ‘Relevance Of Intrapreneurship To Sales Leadership - An Exploratory Study’. [Dissertation (University of Nottingham only)] (Unpublished)

PDF (Confidential) - Requires a PDF viewer such as GSview, Xpdf or Adobe Acrobat Reader
Download (1MB) | Preview


Executive Summary

Businesses today wears many hats, it adapts to challenges and reacts in many different ways to capitalise on the opportunities it discovers along its lifetime. The entrepreneurs that run the various functions of the business come with a certain set of skills but there are challenging times when they inject the existing system with new spirit. The research attempts to understand the intrapreneurs within salesfunctions who lead teams, projects and drive other organisational goals to finish. One will also see that the sales leaders are constantly evolving to the dynamically

changing environments they have to operate within. The study explores how intrapreneurship can attempt to bridge the gap between the commercial insight and consumer insight needed for current & future business leaders while discovering

new growth or sustained growth. This is a conscious attempt to show the relevance of corporate entrepreneurship to sales leadership roles with a three pronged approach.

1. Closer look at existing literature related to Intrapreneurship.

2. The practical learning experiences gathered from a successful management

internship at a leading energy management software company focused on sales, strategy and marketing.

3. And a qualitative analysis from a series of interviews with top and middle level management professionals who drive sales leadership.

Item Type: Dissertation (University of Nottingham only)
Keywords: Confidential
Depositing User: EP, Services
Date Deposited: 10 Nov 2011 15:19
Last Modified: 17 Sep 2016 10:49
URI: http://eprints.nottingham.ac.uk/id/eprint/25303

Actions (Archive Staff Only)

Edit View Edit View