As one of the youngest speakers at the conference, Stephen Hoffmann presented to an international audience - a sign of the high relevance of his research findings. The thesis entitled "Enhancing Sales Training with VR and AI: A Jobs-To-Be-Done-Theory-Approach to Functional and Non-Functional Requirements" is part of a comprehensive research series on the use of AI in sales, which is being conducted at HNU.
Based on HNU Professor Dr Alexander Kracklauer's Jobs-To-Be-Done theory, he conducted a competitive analysis and qualitative expert interviews to identify functional and non-functional requirements for AI/VR training tools. The key requirements include scenario simulations and feedback mechanisms. These results provide a basis for the development of innovative training applications that meet the complex needs of sales professionals and drive both research and practical training solutions.
A great honour and an extraordinary experience
"I feel very honoured that I was able to present my Bachelor's thesis on this major international stage - an extraordinary and enriching experience that I will always remember. My heartfelt thanks go to Neu-Ulm University of Applied Sciences for giving me this opportunity and to the people who were significantly involved in the research series. I would particularly like to mention Stephanie Jordan, Prof. Dr Barbara Dannenmann and Prof. Dr Alexander Kracklauer, whose commitment and collaboration made this project possible," says a delighted Stephen Hoffmann.
