Memorias de investigación
Communications at congresses:
TOTAL LEADERSHIP: A PREVIOUS ANALYSIS TO APPLY IT FOR A SALES DEPARTMENT MANAGEMENT IN INDUSTRIAL HIGH TECHNOLOGY ENTERPRISES
Year:2010
Research Areas
  • Humanities
Information
Abstract
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.
International
Si
Congress
4th International Conference on Industrial Engineering and Industrial Management XIV Congreso de Ingeniería de Organización
960
Place
Donostia- San Sebastián
Reviewers
Si
ISBN/ISSN
978-84-95809-79-7
Start Date
08/09/2010
End Date
10/09/2010
From page
2072
To page
2081
INDUSTRIAL ENGINEERING AS UNIVERSITY THIRD MISSION AGENT
Participants
Research Group, Departaments and Institutes related
  • Creador: Grupo de Investigación: Ingeniería de la Calidad Alimentaria