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 in Industrial High Technology Enterprises. In: 4th International Conference On Industrial Engineering and Industrial Management/XIV Congreso Ingeniería de Organización, CIO 2010, 08/09/2010 - 10/09/2010, San Sebastián, España.
Ver estadisticas de descargas para este eprint (solo desde ordenadores de la UPM)
| Item Type: | Presentation at Congress or Day (Article) | ||||||||||
|---|---|---|---|---|---|---|---|---|---|---|---|
| Authors/Creators: |
| ||||||||||
| Title: | Total Leadership: A Previous Analysis to Apply it for a Sales Department in Industrial High Technology Enterprises. | ||||||||||
| Event Title: | 4th International Conference On Industrial Engineering and Industrial Management/XIV Congreso Ingeniería de Organización, CIO 2010 | ||||||||||
| Event Dates: | 08/09/2010 - 10/09/2010 | ||||||||||
| Event Location: | San Sebastián, España | ||||||||||
| Title of Book: | Proceedings of the 4th International Conference On Industrial Engineering and Industrial Management/XIV Congreso Ingeniería de Organización, CIO 2010 | ||||||||||
| Publisher: | Universidad Politécnica de Madrid. | ||||||||||
| Date: | 2010 | ||||||||||
| ISBN: | ISSN 1132 -175X | ||||||||||
| Department: | Organization Engineering, Business Administration and Statistics | ||||||||||
| Faculty: | E.T.S.I. Industrial (UPM) | ||||||||||
| Creative Commons licenses: | Recognition - No derivative works - No commercial | ||||||||||
| Item ID: | 6959 | ||||||||||
| Subjects: | Mechanics |
Texto completo disponible como:
![[img]](/style/images/fileicons/pdf.png)
| PDF 567Kb - Idioma: English |
Official URL: http://www.adingor.es/ocs/index.php?conference=cio2010&schedConf=cio2010
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 visión of Total Leadership model allows aligning the individual needs of Sales Manager (SM), sales people 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.
| Item Type: | Presentation at Congress or Day (Article) |
|---|---|
| Uncontrolled Keywords: | total leadership, sales manager (SM), KAM, valué. |
| Subjects: | Mechanics |
| Código ID: | 6959 |
| Depositado Por: | Memoria Investigacion |
| Depositado el: | 06 May 2011 13:53 |
| Last Modified: | 25 Jan 2012 12:22 |
Sólo para Personal del Archivo: editar este registro
