Description and Analysis of Factors - E-book

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Description And Analysis Of Factors That Generate Acceptance Of Leadership Within Selling Centers - ENG

Rico Schwarzkopf

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Sinopsis

ISBN:	9783658441449
Formato:	ePub
Idioma:	Inglés
Editorial:	Springer Nature
Tema:	Negocios y economía
Subtema:	Ventas general
Año de publicación:	2024-02-17

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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