Problematic Tasks and Expertise Development Through a Workplace Curriculum Within the Sales Domain

• In Event: Learning in the Workplace

Abstract

We investigated the development of knowledge workers’ expertise in the sales domain. Twenty-one peer-nominated expert salespersons from five organizations participated. A deductive and inductive content analysis was applied. Tasks of sales experts were examined regarding their task’s characteristics. Furthermore, we present the expertise development through an inductively retrieved workplace
curriculum with continuous problem solving. The workplace curriculum for apprentices begins with basic tasks which evolve in their difficulty. Hard to learn tasks and pedagogical rich practices were identified, for example the solving of individual customer demands and the in time contact on the phone. In perfect conditions, proficient competence can be reached within 6 years.

Keywords: Expertise Development, Workplace Curriculum, Knowledge Worker, Problem Solving, Organizational Learning, Workplace Learning

Authors

• Daniel Paul Köhler, University of Mannheim

• Michael Goller, University of Paderborn

• Andreas Rausch, University of Mannheim