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Controlling & Management

, Volume 53, Supplement 2, pp 12–17 | Cite as

Führung im Vertrieb: Zentrale Konzepte in der internationalen Literatur

  • Sven Müller
GRUNDLAGEN
  • 989 Downloads
  • ▪ Der vorliegende Beitrag bietet eine Einführung in die englischsprachige Literatur zur Führung im Vertrieb.

  • ▪ Hierbei werden in erster Linie die Forschungsfelder Sales Force Control und Sales Force Leadership betrachtet, da beide sich mit der Lenkung von Vertriebsorganisationen beschäftigen.

  • ▪ Basierend auf diesem Überblick wird eine Typologie von Vertriebsführungsstilen entwickelt.

  • ▪ Ein Kurzfragebogen am Ende des Beitrags ermöglicht einen Einblick in den eigenen Führungsstil.

Vor dem Hintergrund, dass Controlling als Rationalitätssicherung der Führung verstanden werden kann (vgl. z. B. Weber/Schäffer 2008), ist es sinnvoll, einige Grundfragen der Führung im Vertrieb zu diskutieren. Dieser Beitrag führt in die internationale Literatur zu diesem Themengebiet ein. Darin sind vor allem zwei Forschungsströmungen von besonderem Interesse, namentlich Sales Force Control und Sales Force Leadership. Der Begriff Sales Force Control ist dabei nicht zu verwechseln mit dem deutschen...

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Copyright information

© Gabler Verlag Wiesbaden GmbH 2009

Authors and Affiliations

  • Sven Müller
    • 1
  1. 1.WHU – Otto Beisheim School of ManagementVallendarDeutschland

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