Total leadership: a previous analysis to apply it for a sales department management in industrial high technology enterprises

Bermejo, Gustavo and Palacios Fernández, Miguel and Rodríguez Monroy, Carlos and Pelaez Garcia, Miguel Angel (2010). Total leadership: a previous analysis to apply it for a sales department management in industrial high technology enterprises. In: "4th International Conference on Industrial Engineering and Industrial Management. XIV Congreso de Ingeniería de Organización", 08/09/2010 - 10/09/2010, Donostia, San Sebastian, España.

Description

Title: Total leadership: a previous analysis to apply it for a sales department management in industrial high technology enterprises
Author/s:
  • Bermejo, Gustavo
  • Palacios Fernández, Miguel
  • Rodríguez Monroy, Carlos
  • Pelaez Garcia, Miguel Angel
Item Type: Presentation at Congress or Conference (Article)
Event Title: 4th International Conference on Industrial Engineering and Industrial Management. XIV Congreso de Ingeniería de Organización
Event Dates: 08/09/2010 - 10/09/2010
Event Location: Donostia, San Sebastian, España
Title of Book: CD-ROM Proceedings of 4th International Conference on Industrial Engineering and Industrial Management. XIV Congreso de Ingeniería de Organización
Date: 2010
Subjects:
Faculty: E.T.S.I. Industriales (UPM)
Department: Ingeniería de Organización, Administración de Empresas y Estadística
Creative Commons Licenses: Recognition - No derivative works - Non commercial

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Abstract

Paper explores the application of Total Leadership methodology to improve productivity and efficiency of commercial teams, to respond to the changes occurred in Industrial High Technology Market (IHTM). In this environment, sales department has adopted a more strategic role than tactical, so a new approach to manage sales teams is required. The essay does a short review about different models of leadership applied to sales departments in industrial markets. In this scenario, the holistic vision of Total Leadership model allows aligning the individual needs of Sales Manager (SM), salespeople and Key Account Manager (KAM) with the needs of the firm, the structure of the market and the coherency needed in the sales team management style

More information

Item ID: 10146
DC Identifier: http://oa.upm.es/10146/
OAI Identifier: oai:oa.upm.es:10146
Deposited by: Memoria Investigacion
Deposited on: 25 Jan 2012 11:26
Last Modified: 20 Apr 2016 18:23
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