Business, Finance & Law      Management

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

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Book Details
Language
English
Publishers
Springer Gabler; 1st ed. 2024 edition (18 Feb. 2024)
Weight
0.3 KG
Publication Date
23/03/2024
ISBN-10
3658441437
Pages
226 pages
ISBN-13
9783658441432
Dimensions
14.8 x 1.32 x 21 cm
SKU
9783658441432
Author Name
Rico Schwarzkopf (Author)
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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. .

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