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Transforming the Salesforce with Leadership
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By Marvin A. Jolson, Alan J. Dubinsky, Francis J. Yammarino and Lucette B. Comer
Spring 1993
Reprint 3437
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Volume 34, Number 3, pages 95-106, 12 pages
Primary Topic: Human Resources
Secondary Topic: Marketing
SummaryHow 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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