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Using appreciative inquiry in sales team development

Using appreciative inquiry in sales team development Purpose – The purpose of this paper is to explain the appreciative inquiry change methodology and to demonstrate how it can be applied to a specific work challenge. Design/methodology/approach – This paper first explains the appreciative inquiry method and gives an account of how the approach was applied to a sales team development event. Findings – Appreciative inquiry is a change approach that is growing in popularity. This paper demonstrates the flexibility of this approach within the context of change and development. In the case study under examination the incorporation of appreciative inquiry based practice enhanced both the development experience and post event performance. Practical implications – This paper gives clear guidance on the basic model of appreciative inquiry and how it can be practically employed in a familiar context. Originality/value – Appreciative inquiry offers an alternative approach to organisational development to either personality based or problem solving based development. By calling on the human facilities of imagination, emotion, conversation, engagement, orientation, and self‐direction it offers a truly psychological approach to human group development http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Industrial and Commercial Training Emerald Publishing

Using appreciative inquiry in sales team development

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Publisher
Emerald Publishing
Copyright
Copyright © 2008 Emerald Group Publishing Limited. All rights reserved.
ISSN
0019-7858
DOI
10.1108/00197850810876217
Publisher site
See Article on Publisher Site

Abstract

Purpose – The purpose of this paper is to explain the appreciative inquiry change methodology and to demonstrate how it can be applied to a specific work challenge. Design/methodology/approach – This paper first explains the appreciative inquiry method and gives an account of how the approach was applied to a sales team development event. Findings – Appreciative inquiry is a change approach that is growing in popularity. This paper demonstrates the flexibility of this approach within the context of change and development. In the case study under examination the incorporation of appreciative inquiry based practice enhanced both the development experience and post event performance. Practical implications – This paper gives clear guidance on the basic model of appreciative inquiry and how it can be practically employed in a familiar context. Originality/value – Appreciative inquiry offers an alternative approach to organisational development to either personality based or problem solving based development. By calling on the human facilities of imagination, emotion, conversation, engagement, orientation, and self‐direction it offers a truly psychological approach to human group development

Journal

Industrial and Commercial TrainingEmerald Publishing

Published: Jun 13, 2008

Keywords: Business development; Change management; Sales force

References