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Full-Text Articles in Leadership Studies
Leading The Sales Team: Using Greenleaf's Servant Leadership Paradigm To Facilitate Team Building, Patricia A. Campanaro
Leading The Sales Team: Using Greenleaf's Servant Leadership Paradigm To Facilitate Team Building, Patricia A. Campanaro
Theses and Graduate Projects
According to Peter Drucker, Robert K. Greenleaf is known as the grandfather of the modern empowerment movement in business leadership. Greenleaf fervently believed that true leaders are those who lead by serving others. He was also a strong proponent of ethics and integrity in the ranks of managers/leaders.
A research study in the Journal of Marketing Management, Spring/Summer 1997, reported that the personal factor found to have the greatest influence in the performance of sales managers was training. This paper applies the Servant Leader Model to the demands of the sales leadership role. Traditional sales training concentrates on the mechanics …