Critical competencies needed for outside sales managers : a Delphi study /

Using a three-round Delphi study, the purpose of this case study was to show how I researched the critical competencies needed for successful outside sales managers. Eighteen expert panelists reviewed an exhaustive list of 172 competencies. They used a 5-point Likert-type scale to rank each competen...

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Bibliographic Details

Main Author:	Cooper, Christie (Author)
Format:	eBook
Language:	English
Published:	London : SAGE Publications Ltd, 2019.
Series:	SAGE Research Methods. Cases.
Subjects:	Sales executives > Case studies. Leadership > Case studies. Directeurs commerciaux > Études de cas. Leadership > Études de cas. Leadership. Sales executives. Case studies.
Online Access:	Connect to the full text of this electronic book