eprintid: 6959
rev_number: 30
eprint_status: archive
userid: 1903
dir: disk0/00/00/69/59
datestamp: 2011-05-06 11:53:01
lastmod: 2016-04-20 16:03:40
status_changed: 2011-05-06 11:53:01
type: conference_item
metadata_visibility: show
item_issues_count: 0
creators_name: Bermejo, Gustavo
creators_name: Palacios Fernández, Miguel
creators_name: Rodríguez Monroy, Carlos
creators_name: Pelaez Garcia, Miguel Angel
title: Total Leadership: A Previous Analysis to Apply it for a Sales Department in Industrial High Technology Enterprises.
ispublished: pub
subjects: mecanica
keywords: total leadership, sales manager (SM), KAM, valué.
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.
date: 2010
date_type: published
publisher: Universidad Politécnica de Madrid.
official_url: http://www.adingor.es/ocs/index.php?conference=cio2010&schedConf=cio2010
full_text_status: public
pres_type: paper
place_of_pub: Madrid, España
event_title: 4th International Conference On Industrial Engineering and Industrial Management/XIV Congreso Ingeniería de Organización, CIO 2010
event_location: San Sebastián, España
event_dates: 08/09/2010 - 10/09/2010
event_type: conference
institution: Industriales
department: Ingenieria_Empresas
refereed: TRUE
isbn: ISSN 1132 -175X
book_title: Proceedings of the 4th International Conference On Industrial Engineering and Industrial Management/XIV Congreso Ingeniería de Organización, CIO 2010
rights: by-nc-nd
citation:    Bermejo, Gustavo, Palacios Fernández, Miguel, 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.    
document_url: https://oa.upm.es/6959/2/INVE_MEM_2010_75800.pdf