{
  "title": "The sales mandate: what needs clarifying before selling?",
  "url": "https://www.shr.swiss/blog/mandat-commercial-clarifier-les-responsabilites-avant-de-vendre-en",
  "language": "en",
  "datePublished": "2025-08-18",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Asking salespeople to create value does not specify what they are authorised to decide. Research suggests distinguishing autonomy from role ambiguity and conflicting demands.",
  "section": "Research",
  "topic": "High-Value Selling",
  "place": {
    "name": "Bern",
    "region": "Berne",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "John R."
    },
    {
      "heading": "Ambiguity is more than an inconvenience",
      "point": "Travis C."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that every sales interaction should be governed by a procedure."
    },
    {
      "heading": "What the evidence cannot promise",
      "point": "These studies concern organisational roles and job performance, not a high-value-added sales protocol tested in Berne."
    },
    {
      "heading": "A practical check in Berne",
      "point": "Within SHR’s « Vente à forte valeur ajoutée » programme, one possible exercise is to review requests for exceptions over four weeks in sales cases involving federal administration, public health, telecommunications or precision manufacturing in Berne."
    }
  ],
  "sources": [
    {
      "authors": "Lirtzman",
      "year": "1970",
      "source": "Administrative Science Quarterly"
    },
    {
      "authors": "Collins",
      "year": "2000",
      "source": "Journal of Management"
    }
  ],
  "wordCount": 395,
  "image": "https://www.shr.swiss/img/blog-Training-High-Value-Selling-Bern-mandat-commercial-clarifier-les-responsabilites-avant-de-vendre-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/mandat-commercial-clarifier-les-responsabilites-avant-de-vendre",
    "en": "https://www.shr.swiss/blog/mandat-commercial-clarifier-les-responsabilites-avant-de-vendre-en",
    "de": "https://www.shr.swiss/blog/mandat-commercial-clarifier-les-responsabilites-avant-de-vendre-de",
    "it": "https://www.shr.swiss/blog/mandat-commercial-clarifier-les-responsabilites-avant-de-vendre-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/vente-forte-valeur/berne",
    "city": "https://www.shr.swiss/formations-ville/berne",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}