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Description and Analysis of Factors That Generate Acceptance of Leadership within Selling Centers

Éditeur :

Springer Gabler

Paru le : 2024-02-17

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 c...
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Description du livre

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.


À propos

Auteur
Rico Schwarzkopf
Éditeur
Springer Gabler
Collection
n.c
Parution
2024-02-17
Pages
211 pages
EAN papier
9783658441432

Auteur(s) du livre


Defaut-Illustration Rico Schwarzkopf
Dr. Rico Schwarzkopf received his doctorate from the Universidad Católica San Antonio de Murcia on the topic of leadership acceptance in sales projects. He collected many years of experience in B2B sales and sales excellence.

Caractéristiques détaillées - droits

EAN PDF
9783658441449
Prix
94,94 €
Nombre pages copiables
2
Nombre pages imprimables
21
Taille du fichier
1638 Ko
Ce livre est accessible aux handicaps informations d'accessibilité
EAN EPUB
9783658441449
Prix
94,94 €
Nombre pages copiables
2
Nombre pages imprimables
21
Taille du fichier
2724 Ko
Ce livre est accessible aux handicaps informations d'accessibilité

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