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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| Format: | eBook |
| Language: | English |
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London :
SAGE Publications Ltd,
2019.
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| Series: | SAGE Research Methods. Cases.
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| Subjects: | |
| Online Access: | Connect to the full text of this electronic book |
| Summary: | 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 competency, where 5℗=℗most important and 1℗=℗least important. Once they achieved consensus, they implemented thematic coding to create clusters. Ultimately, they identified four clusters, and each cluster contained three to four competencies. This model was initially called the DUET Leadership Competency model and has since been copyrighted as the 4 Ís of Leadership. |
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| Physical Description: | 1 online resource : illustrations. |
| Bibliography: | Includes bibliographical references and index. |
| ISBN: | 9781526467799 1526467798 |