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Personal selling and transactional/transformational leadership

Article Abstract:

Selling and leadership both involve influence, so much of what is known about the new paradigm of transactional and transformational leadership can be suggested for enhancing the effectiveness of selling. Thus, as with transformational leadership, selling will be more effective when salespersons are both emotionally and intellectually appealing as well as considerate of their customers' needs. As with transactional leadership, salespersons will be more effective if they are clear about how the customer profits from concurrence with the salespersons' efforts and ensure that the benefits occur. Effective salespersons arrange to keep up-to-date with the customer's problems and needs. Salespersons can also exert important influence on colleagues inside and outside their firms. (Reprinted by permission of the publisher.)

Customer relations, Selling, Leadership, Sales personnel, Salespeople

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Women in professional selling: A human resource management perspective

Article Abstract:

the authors present a set of human resource management tactics that can assist women who are pursuing sales careers and organizations that need effective salesforces. Topics discussed include recruiting selection, training, mentoring, managing and supporting. (Reprinted by permission of the publisher.)

Research, Management, Human resource management, Sex discrimination, Sales management, Businesswomen

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