Published by:
MIT Sloan School of Management
Length: 16 pages
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https://casecent.re/p/6624
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Abstract
How can managers of salesforces improve the performance of their sales personnel? These authors suggest that, in the specialized area of personal selling, a combination of transactional and transformational leadership will help them to achieve better results. They present ways to recruit leaders with transformational qualities and develop leadership skills in current employees.
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Abstract
How can managers of salesforces improve the performance of their sales personnel? These authors suggest that, in the specialized area of personal selling, a combination of transactional and transformational leadership will help them to achieve better results. They present ways to recruit leaders with transformational qualities and develop leadership skills in current employees.