Description and Analysis of Factors That Generate Acceptance of Leadership within Selling Centers
Description and Analysis of Factors That Generate Acceptance of Leadership within Selling Centers
Sales processes in the business customer segment are increasingly taking place on a multi-person level. In order to ensure that technical experts and decision-makers can be adequately deployed in the selling center, sales associates usually carry out leadership tasks. The leadership of the selling center participants plays a crucial role when it comes to acting in a coordinated and professional manner towards the customer. However, this presupposes that a sales associate is accepted in the leadership role by all participants involved. This book examines the factors that generate acceptance of leadership within selling centers in order to enable and positively influence the cooperation of the selling center team.
Qualitative Study
Quantitative Study
Critical Appraisal
Conclusion
Bibliography.<p></p>
Introduction
Theoretical FrameworkQualitative Study
Quantitative Study
Critical Appraisal
Conclusion
Bibliography.<p></p>
Schwarzkopf, Rico
| ISBN | 978-3-658-44143-2 |
|---|---|
| Artikelnummer | 9783658441432 |
| Medientyp | Buch |
| Auflage | 1st ed. 2024 |
| Copyrightjahr | 2024 |
| Verlag | Springer, Berlin |
| Umfang | XV, 211 Seiten |
| Abbildungen | XV, 211 p. 32 illus. Textbook for German language market. |
| Sprache | Englisch |
