[工程科技]Leadership.pdf

Leadership L25 Prepared by: Brian Rutherford Sales Management 1) Leadership Overview 2) Supervision Sales Environment 3) Evaluating Supervising Planning Personal Sales Sales Reps Managers Motivating Recruiting Training Managing a sales force involves recruiting, hiring, training, supervising, compensating salespeople, motivating them to become problem solvers, and providing the proper planning and backup support so they can perform their jobs properly. Introduction What are the roles of a leader? Introduction • The leader must create a vision and a mission and then communicate that vision to customers and stakeholders • The leader must make sure the company structure, systems, and processes can all work together to achieve the vision • A leader must posses the ability to empower the people working toward the vision (Source: Futrell) Introduction What are some leadership problems faced by sales managers? Introduction The wide geographic dispersion of the people to be managed The unique situations faced by each salesperson (Source: Hite and Johnston) Objectives • Define Leadership • Key to leadership • What Skills