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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

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

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