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PhD fellow in Sales Management

At Aalborg University Business School, a position as a PhD fellow in sales management is vacant for occupation from 1 September 2021 or soon thereafter. The position is financed by Aalborg University Business School (AAUBS).

Job description

The classic image of the salesperson is in flux and the buying-selling interface is currently changing as more people and functions in corporations become involved on both the buying and the selling sides of the buyer-seller dyad. New information technology increases the opportunities to support value-creating sales, but also changes the sales management processes. Another fundamental – almost paradoxical change for the conventional sales function focus on increasing consumption - is the focus on sustainability. Many organizations therefore must rethink their sales processes, including how they scope their organization (for instance through indirect sales functions) or management of their sales staff. The requirements for the salesperson's role and opportunities for interaction with customers, as well as the requirements for sales enablement systems (understood as the organizational and managerial terms, support decision tools that support sales systems) are also affected.

The purpose of this PhD project is to explore aspects of the dynamic connections between organizing and managing sales processes and value creation. For instance: how are the organizational and managerial preconditions created for salespeople and supporting their practices in value-creating sales processes, and how are these affected by the increased complexity of the interaction with customers? We are looking forward to receiving your interesting and original research proposal, linking to this overall problematic.

PhD positions from Aalborg University Business School are aimed at providing career opportunities both within and outside the university. Therefore, PhD positions are designed in such a way that the competencies acquired in the position qualify for both a research career and a career in the private and/or public sector.

Qualification requirements
The PhD scholarship has a duration of three years. Applicants to the PhD scholarship must hold a degree equivalent to a Danish Master’s degree. Applicants enrolled at a Danish Master programme who expect to graduate before the date of appointment must forward statement from thesis supervisor, verified transcripts, a copy of thesis contract and documentation for the date of their final exam. The completion of the scholarship will be in accordance with the Ministerial Order on the PhD Programme at the Universities No 1039 of 27 August 2013 (the PhD Order), and it is a prerequisite for allocation of a scholarship that enrolment as a PhD student at the Doctoral School of Social Sciences takes place. According to the PhD Order, the PhD study comprises among other requirements: Participation in active research environments, including stays at foreign research institutions, private research enterprises etc.

Please find information on admission requirements for PhD positions on the website of the Doctoral School.

Application requirements
  • letter of motivation
  • project proposal (approx. 5 pages) containing the research project title, an outline of the course of study and a description of the overall problem areas
  • information on which language the PhD thesis is expected to be written in
  • curriculum vitae
  • diplomas confirming academic degrees (Master degree), including academic transcripts
  • Applicants WHO are planning to complete a doctoral thesis in English and who do not have English as a first language or WHO have not completed an English language-based Master's programme (or an equivalent educational achievement in English) shall provide documentation that they have passed one of the following official tests with the respective minimum score: IELTS (band score):7 TOEFL (paper-based): 600, TOEFL (internet-based): 100. 
  • Co-author statement. If publications that have been written in cooperation with others are submitted, a declaration from each of the authors must be enclosed. The declaration must state the extent of the applicant’s contribution to the total work and be signed by the authors.
  • Application for credit transfer if relevant.

The complete application including attachments shall be sent electronically by selecting the "apply online" function on AAU’s job-portal https://www.stillinger.aau.dk/ (not to other online job portals that may have reposted the position).
Please note that zipped files are not supported by the recruitment system, please upload only Word or PDF files.

Shortlisting will be applied. This means that subsequent to the deadline for applications the head of department supported by the chair of the assessment committee will select candidates for assessment. All applicants will be informed whether they will be assessed or not.

The Faculty draws your attention to the fact that the applicant's project description may be tested for plagiarism in the IT system iThenticate.

You may obtain further information regarding the academic contents of the position from Professor Poul Houman Andersen, email: poa@business.aau.dk

If you have questions regarding the procedure of applying for the position, please contact Mette Bjerring, email: mb@adm.aau.dk.


Appointment and salary as a PhD fellow are according to the Ministry of Finance Circular of 29 June 2019, on the Collective Agreement for Academics in Denmark, Appendix 5, regarding PhD fellows, and with the current Circular on the employment structure at Danish Universities. AAU wishes to reflect the diversity of society and welcomes applications from all qualified candidates regardless of personal background or belief.

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