Memorias de investigación
Ponencias en congresos:
TOTAL LEADERSHIP: A PREVIOUS ANALYSIS TO APPLY IT FOR A SALES DEPARTMENT MANAGEMENT IN INDUSTRIAL HIGH TECHNOLOGY ENTERPRISES
Año:2010
Áreas de investigación
  • Humanidades y ciencias sociales
Datos
Descripción
Paper explores the application of Total Leadership methodology to improve productivity and efficiency of commercial teams, to respond to the changes occurred in Industrial High Technology Market (IHTM). In this environment, sales department has adopted a more strategic role than tactical, so a new approach to manage sales teams is required. The essay does a short review about different models of leadership applied to sales departments in industrial markets. In this scenario, the holistic vision of Total Leadership model allows aligning the individual needs of Sales Manager (SM), salespeople and Key Account Manager (KAM) with the needs of the firm, the structure of the market and the coherency needed in the sales team management style.
Internacional
Si
Nombre congreso
4th International Conference on Industrial Engineering and Industrial Management XIV Congreso de Ingeniería de Organización
Tipo de participación
960
Lugar del congreso
Donostia- San Sebastián
Revisores
Si
ISBN o ISSN
978-84-95809-79-7
DOI
Fecha inicio congreso
08/09/2010
Fecha fin congreso
10/09/2010
Desde la página
2072
Hasta la página
2081
Título de las actas
INDUSTRIAL ENGINEERING AS UNIVERSITY THIRD MISSION AGENT
Esta actividad pertenece a memorias de investigación
Participantes
Grupos de investigación, Departamentos, Centros e Institutos de I+D+i relacionados
  • Creador: Grupo de Investigación: Ingeniería de la Calidad Alimentaria