Abstract
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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
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Si |
Congress
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4th International Conference on Industrial Engineering and Industrial Management XIV Congreso de Ingeniería de Organización |
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960 |
Place
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Donostia- San Sebastián |
Reviewers
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Si |
ISBN/ISSN
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978-84-95809-79-7 |
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Start Date
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08/09/2010 |
End Date
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10/09/2010 |
From page
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2072 |
To page
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2081 |
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INDUSTRIAL ENGINEERING AS UNIVERSITY THIRD MISSION AGENT |