haku: @freeterm MANAGEMENTSTIL / yhteensä: 25
viite: 15 / 25
| Tekijä: | |
| Otsikko: | Transforming the salesforce with leadership (Sales Management, Leitungsstil) |
| Lehti: | Sloan Management Review
1993 : SPRING, VOL. 34:3, p. 95-106 |
| Asiasana: | |
| Vapaa asiasana: | MANAGEMENTSTIL |
| Kieli: | eng |
| Tiivistelmä: | 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. |
SCIMA