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

1. Auflage 2024
ISBN: 978-3-658-44143-2
Verlag: Springer

Buch, Englisch, 211 Seiten, Book, Format (B × H): 148 mm x 210 mm, Gewicht: 301 g

Reihe: Research

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.

Zielgruppe

Research

Autoren/Hrsg.

Schwarzkopf, Rico

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb
• Wirtschaftswissenschaften Betriebswirtschaft Management Strategisches Management

Inhaltsverzeichnis

Introduction.- Theoretical Framework.- Qualitative Study.- Quantitative Study.- Critical Appraisal.- Conclusion.- Bibliography.

Über Autor(innen)

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.