ABSTRACT
This chapter focuses primarily on sales leadership, because sales leadership activities are becoming increasingly important for all positions within a sales organization. Sales leadership, management, and supervision are interrelated and sales managers are involved in all three areas. Here the company management attempts to show how salespeople's personal goal achievement can also assist in organizational goal achievement. The skill areas covered include anticipation and seeking feedback, diagnostic skills, selection and matching, and communication skills. The chapter also focus on the three leadership functions that are particularly relevant to sales managers: coaching salespeople, conducting sales meetings, and promoting ethical behavior. Sales managers must orient and coordinate all aspects of their sales leadership and management activities toward promoting ethical behavior. They have power from different sources to use in dealing with salespeople, peers, and superiors, they have the opportunity to devise different influence strategies according to situational demands.
