ABSTRACT
This chapter looks at the differences between management and leadership and outlines the necessary steps to accomplish both.
Overview What are leadership and management? ◾ Can they be learned, enhanced, and mastered? ◾ Are they innate? Are leaders born, made, or matured? ◾
These questions are critical in succeeding in sales and sales management! Most business philosophies identify management as the role of supervising
employees, keeping organized, communicating effectively, and handling the various tasks to deliver the results dictated by “senior management and the company.”
