LEADER 02729nam  22005175  450 
001 9910838279903321
005 20240217100521.0
010   $a3-658-44144-5
024 7 $a10.1007/978-3-658-44144-9
035   $a(MiAaPQ)EBC31167423
035   $a(Au-PeEL)EBL31167423
035   $a(DE-He213)978-3-658-44144-9
035   $a(EXLCZ)9930404822600041
100   $a20240217d2024      u|         0
101 0 $aeng
135   $aurcnu||||||||
181   $ctxt$2rdacontent
182   $cc$2rdamedia
183   $acr$2rdacarrier
200 10$aDescription and Analysis of Factors That Generate Acceptance of Leadership within Selling Centers$b[electronic resource] /$fby Rico Schwarzkopf
205   $a1st ed. 2024.
210  1$aWiesbaden :$cSpringer Fachmedien Wiesbaden :$cImprint: Springer Gabler,$d2024.
215   $a1 online resource (221 pages)
311   $a3-658-44143-7 
327   $aIntroduction -- Theoretical Framework -- Qualitative Study -- Quantitative Study -- Critical Appraisal -- Conclusion -- Bibliography.
330   $aSales processes in the business customer segment are increasingly taking place on a multi-person level. In order to ensure that technical experts and decision-makers can be adequately deployed in the selling center, sales associates usually carry out leadership tasks. The leadership of the selling center participants plays a crucial role when it comes to acting in a coordinated and professional manner towards the customer. However, this presupposes that a sales associate is accepted in the leadership role by all participants involved. This book examines the factors that generate acceptance of leadership within selling centers in order to enable and positively influence the cooperation of the selling center team. About the author Dr. Rico Schwarzkopf received his doctorate from the Universidad Católica San Antonio de Murcia on the topic of leadership acceptance in sales projects. He collected many years of experience in B2B sales and sales excellence.
606   $aStrategic planning
606   $aLeadership
606   $aSales management
606   $aBusiness Strategy and Leadership
606   $aSales and Distribution
615  0$aStrategic planning.
615  0$aLeadership.
615  0$aSales management.
615 14$aBusiness Strategy and Leadership.
615 24$aSales and Distribution.
676   $a658.4012
676   $a658.4092
700   $aSchwarzkopf$b Rico$01726336
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910838279903321
996   $aDescription and Analysis of Factors That Generate Acceptance of Leadership within Selling Centers$94132052
997   $aUNINA