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

Schwarzkopf, Rico

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.

Details

Published by: Springer Gabler

Publication Date: 2024-02-18

Format: Paperback

ISBN-13: 9783658441432

DOI: 10.1007/978-3-658-44144-9

Dimensions: 210cm x148cm

Pages: 211