What makes a good sales leader?

Term Paper (Advanced seminar) , 2017 , 17 Pages , Grade: 2,3

Business economics - Offline Marketing and Online Marketing

The effectiveness of its sales department has a major influence on the company's success or failure. By selling products and services profitably to existing and new customers, the sales team is regarded as the spearhead of the company's product management and marketing department. In addition this department is dealing often with a large number of employees and very high budgets. Consequently, an effective sales management plays a very important role for almost every company. The purpose of this assignment is to analyse the most important required skills of managers in sales, and the influence of transactional and transformational leadership in sales management. This may help companies to find qualified personnel for this position and to improve their leadership development programs.

Table of contents

List of figures

1. Introduction

2. Success factors in sales leadership
2.1 Perspectives of sales manager and sales representatives
2.2 Role-Modeling behaviour
2.3 Manager performance

3. Influence of Leadership styles in Sales
3.1 Transformational & Transactional leadership
3.2 Influence on sales management Conclusion

List of references

ITM - Integral Total Management Checklist

• College: University of applied sciences, Cologne
• Grade: 2,3
• Author: Erik Somssich (Author)
• Publication Year: 2017
• Pages: 17
• Catalog Number: V437731
• ISBN (eBook): 9783668784383
• ISBN (Book): 9783668784390
• Language: English
• Tags: Leadership, Führung, Sales, Vertriebs, Sales Management