Reflections on professional knowledge and practice

This project provided the researcher with knowledge and practice with positive outcomes which offered advance in the crucial area of sales performance for the host organisation.

Based on the learning outcomes, this project has given a solid literature background in the area of sales performance and research methodology, and connected the professional experience with solid academic knowledge and understanding of the current theories and practices.

8.3.1 Demonstrate in-depth knowledge of how to apply and justify project aims and objectives.

Based on the understanding of business experiences and academic studying, this research project has achieved to present a concrete conceptual framework combining primary and secondary research results. Extensive studying and analysis of the academic fields of the different existing approaches of the sales performance were essential for the development of the proposed framework in order to build a broad theoretical understanding of these subject areas.

8.3.2 Research and development capability

It was significant to investigate all the range of research approaches and methodologies relevant to professional practitioner. It used multiple research methodologies and the use of literature was extensive and subject to critical review of its applicability to the type and focus of this project. It developed my understanding for implementing case studies which, for the work-based research, comes from the organisation environment or

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other similar environment. Using focus group approaches with the NVivo software was considered more than a tool for the management contents and data. It gave confidence for complicated analysis methods with different ways of thinking about research techniques.

8.3.3 Ethical understanding

In this research project, as part of the Mercedes-Benz Cyprus, it was essential to ensure that all required controls were in place in order to prevent improper dissemination. It was important to investigate what data were exposed, what techniques were employed and identifying the applicable legal obligations. Relevant persons, committees and authorities were guided to take into account the ethical implications involved in the project’s development processes. The interviewed participants had filled and signed an Ethics Release Form which ensured that a care of ethics was followed in the project. Access to the report analysis tool was only available for authorised users through having a valid user name and password. It followed all ethical policies and rules that Mercedes- Benz Cyprus follows.

8.3.4 Analysis and synthesis

Evaluating the different model or frameworks for measuring and managing sales performance was a complex process. A combination of documentary and statistical research analysis was used, with the aim to choose the most appropriate method. Working with the management team offered me various views and opinions which helped me to analyse and synthesise information from several issues in order to develop a particular approach for this research project.

8.3.5 Self appraisal/ reflection on practice

Self appraisal was a significant step in the development of this project. It was crucial to evaluate any step in the research process taking into consideration the professional responsibilities with the aim of improving the overall performance of the host organisation.

The researcher’s role in the project was critical with a continuous reflecting in every step in the research process. Different factors as the directives from the management of the host organisation, the academic rules of the project, the time frame and the other projects running in the same period were taken into consideration.

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8.3.6 Planning/ management of learning

The feasibility of the project was prepared with the support of Mercedes – Benz Cyprus,. A significant amount of time was spent on the design of the research implementation, supporting an easy-to-understand flowchart showing how the steps in the research process fit together (figure 2.5). Another important factor of planning and management of my learning was time management. Setting a time frame with a planning calendar for the research tasks helped me prepare effective action plans.

8.3.7 Evaluation

This research project offered me a mixture of both academic and hands-on business experience reflecting on new ideas, developing critical thinking and evaluating different approaches for sustainable research and business improvements. In the research methodology accurate mechanisms using criteria governed by a set of standards from literature were established, in order to understand research approaches, choosing appropriate methods and deciding how to put them into practice. Management staff of the host organisation and the management of other similar organisations were asked to evaluate the proposed framework giving appropriate justifications supporting the final implementation.

8.3.8 Awareness of operational context and application of learning

This project had a positive impact on the organisational culture, offering an active and very much alive process for monitoring sales performance and supporting the design of effective action plans for improvement. In order to be able to effectively manage the financial crisis within today’s business environment, it was essential to establish a mechanism using the S.B.I. framework for analysing the current situation and search for alternative valuable solutions. The management team of the host organisation regurarly use the reporting analysis tool of the S.B.I. framework in their meetings and their communication with their staff.

8.3.9 Use of resources

In this project being part of the main task of the host organisation, it was critical to ensure that the involved people had the required tools, materials, and work space to support their tasks. The reporting analysis tool was evaluated with regards to time, effort and finally with implementation and running costs. Furthermore, all necessary academic resources were used to support the research process on a theoretical base through Middlesex University and through the University of Nicosia and other

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academic institutions and libraries. Cooperation with academic colleagues helped me find solutions to complex and serious problems during the research project.

8.3.10 Communication/ presentation skills

For the successful implementation of the project, formal training courses and other more informal means of communication were developed, through feedback and reflecting on recommendations from stakeholders. From the researcher’s job position and as an academic lecturer, he had the opportunity to further develop the capability in explaining and presenting his ideas and arguments in clear English and in writing effectively in a range of contexts for a variety of different audiences and purposes. The Harvard Style for any referencing resources was followed.

8.3.11 Responsibility and leadership

Following the directives from the Board of Directors of the host organisation the researcher had the overall responsibility as the project leader ensuring for the necessary project commitments. A crucial factor was the cost and time management of the project. The organisation needed a low cost, urgently effective solution for measuring sales performance as financial crisis raised issues for implementing effective action plans.