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Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations. It is an important business function as net sales , through the sale of products and services and resulting profit , drive most commercial business.
Leadership emergence is the idea that people born with specific characteristics become leaders, and those without these characteristics do not become leaders. Many personality characteristics are reliably associated with leadership emergence. [89]
The planning and implementation of organized training programs for professional selling, sales management, and marketing. Sharing Knowledge: The establishment of discussion forums, for example, web meetings, online networking and conferences which enable members to share sales and marketing experiences and knowledge.
Personal characteristics that are associated with successful leadership development include leader motivation to learn, a high achievement drive and personality traits such as openness to experience, an internal focus of control, and self-monitoring. In order to develop individual leaders, supervisors or superiors must conduct an individual ...
In reviewing the older leadership theories, Scouller highlighted certain limitations in relation to the development of a leader's skill and effectiveness: [3] Trait theory: As Stogdill (1948) [4] and Buchanan & Huczynski (1997) had previously pointed out, this approach has failed to develop a universally agreed list of leadership qualities and "successful leaders seem to defy classification ...
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This leads to subordinates having a free hand in deciding policies and methods. Studies have shown that while transformational leadership styles are associated with positive outcomes, laissez-faire leadership is associated with negative outcomes, especially in terms of follower satisfaction with leader and leader effectiveness. [27]