Close the Deal and Deliver the System: Sales Training for IS Developers

Authors

Theresa Breunig-Silbernagel, Independent Business Analyst
Kathy S. Lassila, University of Wisconsin - Milwaukee

Abstract

The communication gap between IS developers and end users poses a key problem in IS development efforts. While a variety of tactics have been suggested to bring developers and users together to enhance communication and create a positive impact on system development efforts, the gap still remains. This paper proposes the implementation of an IS developer training program based on the fundamental principles of sales and sales training programs. The sales model is compared to models of change which closely represent the IS implementation process. Parallels are drawn between the roles of the IS developer and the sales agent, and the roles of the user and the sales customer. The sales training program is adapted to the environment of the IS developer, and recommendations are offered for the implementation of the program. Potential impacts of the training program for IS development efforts are also discussed.

Recommended Citation

Breunig-Silbernagel, Theresa and Lassila, Kathy S. (1994) "Close the Deal and Deliver the System: Sales Training for IS Developers," Journal of Information Systems Education: Vol. 6 : Iss. 2 , 72-79.
Available at: https://aisel.aisnet.org/jise/vol6/iss2/4