CHAPTER 11 - CHAPTER 11: LEADERSHIP OF A SALES FORCE...

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CHAPTER 11: LEADERSHIP OF A SALES FORCE Leadership involves activities performed by sales managers to influence salespeople to achieve goals that contribute to the success of the entire organization Articulate a vision, lead by example, inspire teamwork Make sure everyone understands his/her job responsibilities Leadership characteristics and skills Personal characteristics: Self-confidence, Initiative, Energy, Creativity, Maturity Managerial skills: problem-solving, interpersonal, communication, persuasive Leadership style: combo of behaviors a manager uses Transactional: supervisory activities regarding the day-to-day operation and control of the sales force Provide verbal feedback through rewards and punishments Task oriented – short-term focus on getting the job done; one-way communication Transformational: transforms basic values, beliefs, and attitudes of followers such that they are willing to perform at levels above and beyond expectations Charismatic leaders: meaningful difference in reps’ performances
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This note was uploaded on 09/29/2011 for the course MKT 460 taught by Professor Staff during the Spring '08 term at University of Texas.

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CHAPTER 11 - CHAPTER 11: LEADERSHIP OF A SALES FORCE...

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