MANAGEMENT OF SALES TEAMS – MODERN IDEAS

Явор Янкулов

Анотация


The theory of salesperson performance contains numerous salesperson characteristics that lead to successful salesperson performance. Two of the most promising are: salesperson goal orientations and adaptive selling behavior. A key distinction in the literature on leadership behaviors is that between transformational versus transactional leadership. Transformational leaders try to influence followers towards achieving more than just short-term goals and focus on the higher-order intrinsic needs of their followers. In contrast, transactional leaders are concentrated on the proper exchange of resources, such that the behaviors of followers are “exchanged” for rewards (or punishments) of leaders. 


Ключови думи


sales; team; leadership; продажби; екип; лидерство

Източници


Franke, G. R., & Park, J. E. (2006). Salesperson adaptive selling and customer orientation: A metaanalysis. Journal of Marketing Research, 43(Nov), 693-702

Judge, T., & Piccollo, R. Transformational and transactional leadership: A meta-analytic test of their relative validity. Journal of Applied Psychology, 2004, 89(5), 755-768.

Mackenzie, S. B., Podsakoff, P. M., & Rich, G. A. Transformational and transactional leadership and salesperson performance. Academy of Marketing Science, 2001/2 115-134.

Rafferty, A. E., & Griffin, M. A. Dimensions of transformational leadership: Conceptual and empirical extensions. The Leadership Quarterly, 2004, 15, 329-354.

Rowold, J., & Heinitz, K. Transformational and charismatic leadership, Leadership Quarterly, 2007, 18(2), 121-133

Yankulov, Y., Мотивация на търговци и търговски екипи, Авангард прима, 2012




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