Total Leadership: A Previous Analysis to Apply it for a Sales Department 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 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. ISBN ISSN 1132 -175X.

Description

Title: Total Leadership: A Previous Analysis to Apply it for a Sales Department 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 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
Date: 2010
ISBN: ISSN 1132 -175X
Subjects:
Freetext Keywords: total leadership, sales manager (SM), KAM, valué.
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 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.

More information

Item ID: 6959
DC Identifier: http://oa.upm.es/6959/
OAI Identifier: oai:oa.upm.es:6959
Official URL: http://www.adingor.es/ocs/index.php?conference=cio2010&schedConf=cio2010
Deposited by: Memoria Investigacion
Deposited on: 06 May 2011 11:53
Last Modified: 20 Apr 2016 16:03
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