Designing a Sales Culture Pattern with the Grounded Theory Method

The present study was conducted to design a sales culture model in Ilam gas refinery with a data theory approach. The present study was conducted systematically using the grounded theory method. Sampling was theoretical method with targeted technique and snowball, based on which 18 interviews with experts and culture building of experts were conducted. Half-used interviews were used for data collection; the results obtained from the interviews were activated during the open, central and selective coding process to establish the foundation theory in the field of sales culture. The results of this study showed that causal conditions (individual development plan, personal characteristics of employees, optimal infrastructure, organizational characteristics and organizational environment) create a central category of research in the culture of production (customer-customer priority, teamwork), identity Section, management support, reliability, reliability, profitability value) are provided. Sales and marketing integration research strategies, sales strategy category, market-produced matrix category that generates messages (unit / other level, training company, industry and national course). Strategies can be accepted in contextual contexts (national culture, description, and economic status), in addition to the two intervening contexts as a result of environmental law that cause the environment to change in order to act.