Nicolas Klein: Sales staff facing changes in the sales landscape. Building a profession at the crossroads of organisational and professional approaches?

This thesis examines the existence of a sales role within the Orange company. It aims to trace, through an analysis of activities across the company’s various sales channels (retail outlets, call centres, online), the development of professional practices, identities and collective dynamics within sales teams. The thesis proposes to draw a parallel between these developments and the evolution of the company’s sales organisation, which has resulted in profound changes to the management of sales staff (assessment and remuneration, workspaces, IT environment, etc.). The thesis will therefore seek to demonstrate how sales staff are reshaping their profession within an organisation that is questioning the role of sales in its operations.

Members of the jury

• Alexandre MALLARD, Research Director, Mines ParisTech (rapporteur)
• Frédéric NEYRAT, University Professor, University of Rouen (rapporteur)
• Gérald GAGLIO, Professor, University of Nice Sophia Antipolis
• Sandrine BARREY, Senior Lecturer, University of Toulouse Jean-Jaurès
• Marie BENEDETTO-MEYER, Associate Lecturer, University of Versailles St-Quentin
• Pascal UGHETTO, University Professor, Université Paris-Est Marne-la-Vallée (supervisor)