Critical competencies needed for outside sales managers : a Delphi study / Christie Cooper.

Format:

Book

Author/Creator:

Cooper, Christie, author.

Series:

SAGE Research Methods. Cases.

SAGE Research Methods. Cases

Language:

English

Subjects (All):

Sales executives--Case studies.

Sales executives.

Leadership--Case studies.

Leadership.

Physical Description:

1 online resource : illustrations.

Place of Publication:

London : SAGE Publications Ltd, 2019.

Summary:

Using a three-round Delphi study, the purpose of this case study was to show how I researched the critical competencies needed for successful outside sales managers. Eighteen expert panelists reviewed an exhaustive list of 172 competencies. They used a 5-point Likert-type scale to rank each competency, where 5?=?most important and 1?=?least important. Once they achieved consensus, they implemented thematic coding to create clusters. Ultimately, they identified four clusters, and each cluster contained three to four competencies. This model was initially called the DUET Leadership Competency model and has since been copyrighted as the 4 ??s of Leadership.

Notes:

Includes bibliographical references and index.

Description based on XML content.

ISBN:

1-5264-6779-8

9781526467799

OCLC:

1084597213