Elgar Advanced Introductions are stimulating and thoughtful
introductions to major fields in the social sciences, business and
law, expertly written by the world's leading scholars. Designed to
be accessible yet rigorous, they offer concise and lucid surveys of
the substantive and policy issues associated with discrete subject
areas. This unique Advanced Introduction offers an insight into how
sales leaders seek and maintain a sustainable competitive advantage
for both organizations and customers. Lawrence B. Chonko explores
how sales leaders take professional selling to the next level by
focusing on serving the customer. Discussing the key skills of
sales leaders - technological proficiency, managing change, and
harnessing and using knowledge - Chonko analyzes how sales leaders
are distinguished from other sales professionals. Key features
include: analysis of how sales leaders anticipate future events
focus on sales leaders emphasizing long-term customer relationships
rather than transactions discussion of how sales leaders have
adopted the servant leadership philosophy in order to enhance the
overall customer experience. This Advanced Introduction will be a
useful resource for scholars and advanced students studying
marketing. Its focus on the qualities of sales leaders will also be
beneficial for sales professionals interested in enhancing their
customer relations skills.
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