Synergien und Konflikte zwischen Vertriebsmanagement und Projektmanagement

Abstract

This bachelor thesis analyses the synergies and conflicts between sales management and project management. The motivation for this study stems from the author's current professional position as a sales manager and his future role in project management. The aim of the thesis is to identify the overlaps and differences in the skills required in both areas and to analyse conflicting goals. It also analyses the advantages and disadvantages for companies if both roles are combined. The work is divided into several sections. Firstly, the basics of sales management and project management are presented. The most important sources for this were various non-fiction books and scientific articles on the topics of sales management, project management and scientific social research. This is followed by an analysis of the skills and objectives of both roles. Methodologically, the work is based on a systematic literature review, the examination of theoretical concepts and practical hybrid evaluation research with a quantitative and qualitative component. The empirical study is supported by several online questionnaires that are tailored to the research questions. The most important results of the work show that there are synergies between sales management and project management, particularly in the areas of communication and organization. At the same time, however, there are also conflicts of objectives, particularly regarding targets in sales and project targets in implementation. It is emphasized that the combination of sales and project management tasks offers both opportunities and challenges. Companies that successfully integrate these roles can benefit from increased efficiency and better resource allocation. However, this requires careful planning and a willingness to continuously adapt the organizational structure. In the future, increasing digitalization and automation in both areas could create additional synergies and further facilitate integration. This paper provides insights for managers and companies seeking to integrate sales and project management more closely and offers practical recommendations for optimizing collaboration between the two areas.

Date of Award	2024
Original language	German (Austria)
Supervisor	Andreas Schober (Supervisor)