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| Author: | |
| Title: | Transforming the salesforce with leadership (Sales Management, Leitungsstil) |
| Journal: | Sloan Management Review
1993 : SPRING, VOL. 34:3, p. 95-106 |
| Index terms: | |
| Freeterms: | MANAGEMENTSTIL |
| Language: | eng |
| Abstract: | How can managers of salesforces improve the performance of their sales personnel? These authors suggest that, in the specialized area of personal selling, a combination of transactional and transformational leadership will help them to achieve better results. They present ways to recruit leaders with transformational qualities and develop leadership skills in current employees. |
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