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- Title
CRECIMIENTO PROFESIONAL DE LOS MEJORES VENDEDORES A TRAVÉS DEL COACHING EN EL ENTORNO DE LA VENTA PERSONAL.
- Authors
Küster, Inés; Pascual Sáez, Juan José
- Abstract
This paper aims to develop a model to increase the motivation of managers to establish coaching processes that enable the development of professional sellers and sales managers in relationship selling environment. This sets out the Theory of Expectations as a method for coaching practices and justifies its importance and validity of application in the context of relationship selling and businesses of any size.
- Subjects
CAREER development; BEST sellers; MOTIVATION (Psychology); SALES executives; BUSINESS size; BUSINESS models
- Publication
3C Empresa, 2014, Vol 3, Issue 1, p8
- ISSN
2254-3376
- Publication type
Article