Systematizing and Updating Sales: CLF PARTNERS Publishes Interview with Professor Kitanaka of Takushoku University

CLF PARTNERS Inc. (Headquarters: Shinagawa-ku, Tokyo; Representative Director: Kazuya Matsushita; hereinafter, "the Company") has published a special interview article featuring Professor Hideaki Kitanaka of Takushoku University's Faculty of Commerce as a guest on its sales knowledge media 'Sales Insight'. Media URL: https://clfpartners.co.jp/interview/002-1/ ■ Background of the Interview: The sales field is at a turning point where traditional empirical rules no longer apply, due to the declining working population and the spread of AI. In this interview, Professor Kitanaka, one of Japan's few researchers in "sales science," was invited to delve into insights for theoretically systematizing individual-dependent "sales" and connecting it to sustainable organizational growth. ■ Main Topics of the Interview: Acquiring the Weapon of "Sales Science": How managers on the ground should acquire a broad range of knowledge similar to an MBA (strategy, marketing, organizational theory) as a "practical package." Breaking Away from High-Performer Dependence: Exploring the ideal state of next-generation talent development and organizational design from examples of other companies that intentionally remove top salespeople from the field to revitalize the organization. Division of Roles between AI and Humans: The value of "process design capability" and "emotional output" remaining for humans in a future where AI even makes purchasing decisions. ■ Interview Cooperation: Profile of Hideaki Kitanaka: Professor, Faculty of Commerce, Takushoku University. Graduated from Hitotsubashi University, Faculty of Commerce, and J.L. Kellogg Graduate School of Management, Northwestern University (MBA). After working at Suntory Inc., he served as Planning and Development Manager at General Electric (GE), overseeing project development for home appliance, lighting, and information service businesses in Japan. He then moved to Digital Equipment Corporation (DEC) as Business Development Manager, responsible for strategic alliance operations. Since 1997, he has transitioned from the business world to academia. ■ Comment from Kazuya Matsushita, Representative of CLF PARTNERS: Sales, despite being management itself, has been an area where systematization has been slow in Japan. Professor Kitanaka's proposed 'sales science' provides a logical weapon, not just a spirit-based approach. As the era approaches where AI takes over business negotiations and purchasing decisions, what we need to update is not just the methods, but the very perception of sales as a job. We hope this interview will be of some help or hint to leaders seeking change. ■ About CLF PARTNERS Inc.: Our company is a professional firm specializing in the sales domain, covering everything from new customer acquisition to existing customer success. Based on the philosophy of "Client First," we leverage our high level of expertise and execution capabilities to support client companies in maximizing sales and transforming into "self-sustaining sales organizations." Location: 1-9-7 Kitashinagawa, Shinagawa-ku, Tokyo 140-0001, Room 1015. Representative: Kazuya Matsushita, President and Representative Director. Company URL: https://clfpartners.co.jp/