Antecedents Of Sales Coachability
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Antecedents Of Sales Coachability
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Author : Concha Allen
language : en
Publisher:
Release Date : 2022
Antecedents Of Sales Coachability written by Concha Allen and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022 with categories.
With an increased projection of new sales jobs and reported shortage of sales talent, the authors aim to identify individual and situational factors leading to coachable graduates. A model is proposed to investigate antecedents to coachability through a study of collegiate sales competition participants. Specifically, the study examines leadership style, trait competitiveness, motivation, and adaptive selling behaviors as antecedents of coachability. Leadership style is found toinfluence coachability. The study also finds intrinsic and extrinsic motivational traits increase the likelihood of coaching, and individuals with adaptive behaviors are more receptive to coaching. Trait competitiveness, however, has no direct effect on coachability but rather has an indirect effect through intrinsic and extrinsic motivation. Further, the authors provide guidance to firms to select coachable employees as well as suggestions for academics to prepare coachable andwork-ready graduates.
Contemporary Selling
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Author : Mark W. Johnston
language : en
Publisher: Routledge
Release Date : 2016-02-19
Contemporary Selling written by Mark W. Johnston and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-02-19 with Business & Economics categories.
Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: Mini-cases to help students understand and apply the principles they have learned in the classroom Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers Role Plays that enable students to learn by doing A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
The Routledge Companion To Talent Management
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Author : Ibraiz Tarique
language : en
Publisher: Routledge
Release Date : 2021-08-18
The Routledge Companion To Talent Management written by Ibraiz Tarique and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-08-18 with Business & Economics categories.
The field of Talent Management has grown and advanced exponentially over the past several years as organizations, large and small, public and private, global and domestic, have realized that to gain and sustain a global competitive advantage, they must manage their talents effectively. Talent Management has become a major theoretical and empirical topic of intellectual curiosity from various disciplinary perspectives, such as human resource management, arts and entertainment management, international management, etc. This Companion is an indispensable source that provides an authoritative, in-depth, and comprehensive examination of emerging Talent Management topics. Divided into five thematic sections that provide a unique overarching structure to organize forty-one chapters written by leading and renowned international scholars, this Companion assesses essential knowledge, trends, debates, and avenues for future research in a single volume: Evolution and Conceptualization of Talent Management; The External Context of Talent Management; The Internal Context of Talent Management; Individuals, Workforce, and Processes of Talent Management; and Outcomes of Talent Management. In this way, the Companion is essential reading for anyone involved in the scholarly study of Talent Management, including academic researchers, advanced postgraduate and graduate students, and management consultants. For further debate on Talent Management, readers might be interested in the supplementary volume Contemporary Talent Management: A Research Companion, sold separately.
Sales Force Performance
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Author : Neil M. Ford
language : en
Publisher: Free Press
Release Date : 1985
Sales Force Performance written by Neil M. Ford and has been published by Free Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1985 with Business & Economics categories.
Leading Teams
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Author : Paolo Guenzi
language : en
Publisher: John Wiley & Sons
Release Date : 2013-04-22
Leading Teams written by Paolo Guenzi and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-04-22 with Business & Economics categories.
Important new insights on team leadership and motivation, along with powerful tools and techniques taken from the world of sports How do the sports world's most successful coaches instill their teams with esprit de corps, a collaborative mindset, and an unbeatable desire to win? More importantly, what can business leaders and managers learn from their example? This book answers these and a host of key questions about what it takes to be a successful leader in business or in sports. Drawing upon their unique experiences working with top sports coaches, as well as some of the world's leading corporate executives, authors Dino Ruta and Paolo Guenzi offer important new insights into team leadership and motivation, as well as new tools for optimizing teamwork and inspiring teams to reach for and achieve new heights of glory. Develops a bold new team leadership model for managers at all levels, team leaders, project managers and facilitators, as well as sport coaches Arms you with powerful tools and techniques adapted from the world of sport for optimizing teamwork, driving motivating and instilling an unstoppable desire to win An indispensable source of insight and ideas for executives and managers in companies of all sizes, and an important supplement for postgraduate management programs
No Contest
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Author : Alfie Kohn
language : en
Publisher: Houghton Mifflin Harcourt
Release Date : 1992
No Contest written by Alfie Kohn and has been published by Houghton Mifflin Harcourt this book supported file pdf, txt, epub, kindle and other format this book has been release on 1992 with Aggressiveness categories.
Argues that competition is inherently destructive and that competitive behavior is culturally induced, counter-productive, and causes anxiety, selfishness, self-doubt, and poor communication.
Sales Force Management
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Author : Mark W. Johnston
language : en
Publisher: Routledge
Release Date : 2016-04-14
Sales Force Management written by Mark W. Johnston and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-04-14 with Business & Economics categories.
In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice. Pedagogical features include: Engaging breakout questions designed to spark lively discussion Leadership challenge assignments and mini-cases to help students understand and apply the principles they have learned in the classroom Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales Role Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion website A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
Coaching Researched
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Author : Jonathan Passmore
language : en
Publisher: John Wiley & Sons
Release Date : 2020-11-23
Coaching Researched written by Jonathan Passmore and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-11-23 with Business & Economics categories.
A comprehensive review of the practice and most recent research on coaching Coaching Researched: Using Coaching Psychology to Inform Your Research and Practice brings together in one authoritative volume a collection to the most noteworthy papers from the past 15 years from the journal International Coaching Psychology Review. Firmly grounded in evidence-based practice, the writings are appropriate for the burgeoning number of coaching researchers and practitioners in business, health, and education. The contributors offer a scientific framework to support coaching’s pedagogy and they cover the sub-specialties of the practice including executive, health, and life coaching. The book provides a comparative analysis in order to differentiate coaching from other practices. Comprehensive in scope, the book covers a wide-range of topics including: the nature of coaching, coaching theory, insights from recent research, a review of various coaching methods, and thoughts on the future of coaching. This important book: Offers a collection of the most relevant research in the last 15 years with commentary from the International Coaching Psychology Review journal’s chief editor Contains information on both the theory and practice of the profession Includes content on topics such as clients and coaching, an integrated model of coaching, evidence-based life coaching, and much more Presents insights on the future of coaching research Written for students, researchers, practitioners of coaching in all areas of practice, Coaching Researched offers an accessible volume to the most current evidenced-based practice and research.
The Oxford Handbook Of Sport And Performance Psychology
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Author : Shane M. Murphy
language : en
Publisher: Oxford University Press
Release Date : 2012-09-06
The Oxford Handbook Of Sport And Performance Psychology written by Shane M. Murphy and has been published by Oxford University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-09-06 with Medical categories.
This title describes current research findings in the study of human performance Experts from all fields of performance are brought together, covering domains including sports, the performing arts, business, executive coaching, the military, and other applicable, high-risk professions.
Take Off Companies
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Author : Raymond W. Smilor
language : en
Publisher: Praeger
Release Date : 1986
Take Off Companies written by Raymond W. Smilor and has been published by Praeger this book supported file pdf, txt, epub, kindle and other format this book has been release on 1986 with Business & Economics categories.