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Sales Force Management : Leadership, Innovation, Technology
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Sales Force Management : Leadership, Innovation, Technology
This 14th edition of Sales Force Management continues to build on the book’s reputation as a contemporary classic, fully updated for modern sales management teaching, research, and practice. By identifying recent trends and applications, Sales Force Management combines real-world sales management best practices with cutting-edge theory and empirical research in a single, authoritative source.The authors have strengthened the focus on the use of technology in sales management including the use of AI in predictive sales analytics, updated the content to reflect the enduring impact of the Covid-19 Pandemic, and revised the case studies and features throughout.Pedagogical features include:All-new ‘Thought Bubblers’ posing international challenges regularly encountered by sales managers to develop students’ cultural intelligence and ability to handle cross-cultural interactions with ease.Engaging breakout questions designed to spark lively discussion. Leadership Challenge assignments at the end of every chapter to help students understand and apply the principles they have learned in the classroom. Minicases updated to reflect contemporary B2B industry settings that today’s graduating sales students will find themselves in, such as technology sales roles. Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers. Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales. Role-Play exercises at the end of each chapter, designed to enable students to learn by doing. This fully updated new edition is an invaluable resource for students of sales management at both undergraduate and postgraduate levels. Online supplementary resources include an Instructor’s Manual and PowerPoint lecture slides.
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Finance Transformation : Leadership on Digital Transformation and Disruptive Innovation
Finance Transformation: Leadership on Digital Transformation and Disruptive Innovation is a general and wide-ranging survey of finance transformation and emerging technologies.Finance and IT have long been important areas of any business, but recent technological developments are innovating and disrupting both.This book lays a path towards the benefits and away from potential risks.It covers the widest array of topics, from quantum computing to blockchain technology, from organisational culture and diversity to hybrid working, and from regulation to cybersecurity.Written by two vastly experienced industry professionals, this book includes real-life examples and up-to-date references.It will be of particular interest to business stakeholders, executives, and policymakers.
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Sales Force Management : Leadership, Innovation, Technology: International Student Edition
In this 13th edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the book’s reputation as a contemporary classic, fully updated for modern sales management teaching, research, and practice.The authors have strengthened the focus on the use of technology in sales management, offered new discussions on innovative sales practices, and further highlighted sales and marketing integration.By identifying recent trends and applications, Sales Force Management combines real-world sales management best practices with cutting-edge theory and empirical research in a single, authoritative source.Pedagogical features include:Engaging breakout questions designed to spark lively discussionLeadership Challenge assignments and Minicases at the end of every chapter are to help students understand and apply the principles they have learned in the classroomLeadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managersEthical Moment boxes in each chapter put students on the firing line of making ethical choices in salesRole-Play exercises at the end of each chapter, designed to enable students to learn by doingA comprehensive selection of updated and revised longer sales management case studies, in the book and on the companion website. This fully updated new edition offers a thorough and integrated overview of accumulated theory and research relevant to sales management, translated clearly into practical applications – a hallmark of Sales Force Management over the years.It is an invaluable resource for students of sales management at both undergraduate and postgraduate levels. The companion website features an instructor’s manual, PowerPoints, case studies, and other tools to provide additional support for students and instructors.
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How can leadership skills be examined in the context of digitalization in a bachelor's thesis?
In a bachelor's thesis examining leadership skills in the context of digitalization, one could explore how leaders adapt to and utilize digital tools and technologies to enhance communication, decision-making, and collaboration within their teams. The thesis could also investigate the impact of digital transformation on traditional leadership styles and the development of new skills required for effective leadership in a digital environment. Additionally, the study could analyze case studies of organizations that have successfully integrated digitalization into their leadership practices and the key factors that contributed to their success.
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How can leadership competence be examined in the context of digitalization in a bachelor's thesis?
In a bachelor's thesis, leadership competence in the context of digitalization can be examined by conducting a literature review to understand the key competencies required for effective leadership in the digital age. This can be followed by a qualitative or quantitative research study to assess the current level of leadership competence in digitalization within a specific organization or industry. The study can also explore the impact of digitalization on leadership styles, communication, decision-making, and team collaboration. Additionally, case studies or interviews with leaders who have successfully navigated digital transformation can provide valuable insights into the competencies needed for effective leadership in the digital era.
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Why is good leadership important?
Good leadership is important because it sets the direction, motivates employees, and helps achieve organizational goals. Effective leaders inspire and empower their team members, fostering a positive work environment and encouraging collaboration. Strong leadership also promotes innovation, problem-solving, and adaptability, which are essential for navigating challenges and driving success in today's dynamic business landscape. Ultimately, good leadership is crucial for building a cohesive and high-performing team that can achieve sustainable growth and long-term success.
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What is Hitler's leadership principle?
Hitler's leadership principle, as outlined in his book Mein Kampf, was based on the concept of the "Fuhrerprinzip" or the leader principle. This principle emphasized absolute obedience to the leader, who was seen as the ultimate authority and decision-maker. Hitler believed in a hierarchical structure with himself at the top, and expected unwavering loyalty and obedience from his subordinates. This authoritarian leadership style allowed Hitler to consolidate power and control within the Nazi party and the German state.
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Leadership and Digital Change : The Digitalization Paradox
Digitalization is on everyone’s lips as new technology changes business landscapes and conventional companies are outperformed by younger digital and agile contestants.In this volatile environment it seems more relevant than ever before to understand the aspects and business logic behind the elusive phenomenon called "digitalization".Never before have there been such great opportunities to unleash the full potential of technology within organizations to create long-standing competitive advantage.This book explains the strategy and practice of how to lead and control the people side of digital change in a dynamic world of uncertainty and social complexity, and as such the book snares the elusive phenomena of digitalizationDigitalization drives behavioral change and calls for a new way of thinking among senior executives.In practice, reaping the benefits of digital technology is not as easy as it first appears to be.This book provides a map to navigate in the volatile business landscape where change occurs continuously because of digital technology.It provides an historical frame of the evolution of digital technology, decodes digitalization’s negative influence on the external aspects of customer satisfaction, discusses and explains the strategic and leadership consequences of different forms of digital change, and finally demonstrates how leading digital change can be put into practice.Illustrative case studies and examples are provided throughout as well as models and frameworks. This is a valuable resource for researchers, academics, and students in the fields of organizational studies, organizational change, technology and innovation management, and digitalization.
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IDeaLs (Innovation and Design as Leadership) : Transformation in the Digital Era
As society faces significant disruptions, the need for transformative innovation has never been more vital.However, this urgency is challenged in the digital era, characterized by incessant new technologies, extreme connectivity, and data transparency.Leaders seeking transformative innovation in the digital era face a new dilemma: socially orchestrating the synchronization of ideas that simultaneously encourages collective action. IDeaLs – Innovation and Design as Leadership – was established to research this conundrum.Inspired by the actual transformation journeys of multinational companies, and based on research with 7 global companies, IDeaLs explores how re-framing our traditional theories through the lens of Humanism reveals opportunities for a more integrated approach to engaging people for systemic change. To empower innovation leaders, the dimensions of IDeaLs build a scaffold for systemic awareness and conscious intent called Design-Driven Transformation.This evolving research agenda aims to examine in-depth the potency of an integrated approach, laying a foundation for more systemic ways to engage people and transform existing situations into preferred futures.
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Distributed Leadership and Digital Innovation : The Argument For Couple Leadership
When it comes to digital innovation, much research has been done with regard to the optimization of teams, but little attention has been given to leadership structures.This book presents a comprehensive research background on innovation leadership and its evolution over the years, examining how it has been shown to reflect the thinking needed today for organizations to succeed.This timely book proposes a refreshing and contemporary perspective on leadership that aims to address many of the challenges that leaders in digital innovation are faced with every day.With insights and experiences from other digital innovation leaders, as well as an auto-ethnographical case study, it will be of value to researchers, academics, practitioners, and students with an interest in leadership, innovation management, digital innovation, organization studies, and organizational psychology. Additional Information can be found at https://www.caterinamaniscalco.com/
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Innovation and Collaboration in the Digital Era : The Role of Emotional Intelligence for Innovation Leadership and Collaborative Innovation
Innovation and Collaboration in the Digital Era provides a holistic approach to collaborative innovation, innovation management and innovation leadership.It is full of practical advice and includes 34 interviews with high-level politicians, innovation industry leaders, academics and entrepreneurs discussing the reality of innovation and how to create change for a positive impact.Many quotes are included from researchers and practitioners in the innovation field who have participated as guests in the author’s podcast “Business of Collaboration” or in interviews with the Collabwith Magazine which she produces. This is a powerful book full of practical frameworks and one-page canvases which act as reminders of the value of making needs and expectations explicit.The author provides frameworks and tools that can be used to support collaboration journeys across different sectors and organizations.She also offers clarity to the reader for their innovation journey and brings a new perspective on how to innovate and understand innovation. Jara Pascual focuses on the importance of managing emotions and feelings of frustration which can be very common during a collaborative innovation process.She explores the interaction between Emotional Intelligence and business and shows how to remove and manage frustration and how to produce a positive outcome. Innovation and Collaboration in the Digital Era will empower the reader to take action and show how to change your conversation about innovation and collaboration. “Jara Pascual, with colleague Celia Avila-Rauch, has been able to distill and apply the ability model of emotional intelligence to the art and science of innovation and innovation leadership.In our work we note that feelings are not always facts but that emotions as a form of data.More than that, emotions can assist or facilitate with decision making, creativity and innovation rather than getting in the way, but only if leaders are “smart” about emotions and develop and deploy their emotional intelligence skills.” Dr David R Caruso, Emotional Intelligence Skills Group, Founder Yale Center for Emotional Intelligence, Research Affiliate
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Is such a leadership good?
Such a leadership style can be effective in certain situations, such as during times of crisis or when quick decisions need to be made. However, it can also lead to a lack of input from team members, decreased morale, and a lack of creativity and innovation. In the long run, a more collaborative and inclusive leadership approach may be more beneficial for fostering a positive work environment and achieving sustainable success.
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What does better leadership achieve?
Better leadership can achieve improved team morale, increased productivity, and enhanced collaboration among team members. Effective leaders can inspire and motivate their team to work towards common goals, resulting in higher levels of engagement and job satisfaction. Additionally, strong leadership can lead to better decision-making, problem-solving, and overall organizational success.
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What does price leadership mean?
Price leadership refers to a situation in which a dominant firm in an industry sets the price for its products or services, and other firms in the market follow suit. This dominant firm has significant market power and influence, allowing it to effectively control pricing decisions within the industry. Price leadership can help stabilize prices in the market and reduce price competition among firms, ultimately leading to a more predictable and orderly market environment.
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What is the leadership sector?
The leadership sector refers to the field of study and practice that focuses on developing effective leadership skills and strategies. This sector encompasses various industries and organizations, including business, government, non-profit, and education, where leadership is essential for driving success and achieving goals. Professionals in the leadership sector may work as consultants, coaches, trainers, or in leadership roles within their respective organizations, helping to cultivate strong and impactful leaders. The leadership sector is dedicated to understanding and promoting the qualities and behaviors that make great leaders and fostering environments where leadership can thrive.
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