Chapter 9: Leading and Motivating a Sales Team
Chapter Outline
9.0 Learning Outcomes
9.1 The Nature of Leadership
9.2 Leadership Styles
9.3 Finding Your Own Leadership Style
9.4 Managing a Global Sales Team Using a Hybrid Model
9.5 The Nature of Goals and Objectives
9.6 Motivation
9.7 Motivating Employees Through Goal Setting
9.8 Motivating Employees through Performance Incentives
9.9 Motivating the sales team during a Slowdown
9.10 Key Takeaways & Terms
9.11 Exercises
9.12 Chapter References
