MANAGEMENT OF SALES TEAMS – MODERN IDEAS
Abstract
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.References
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