Relationship-Building and Sales Success: Are Climate and Leadership Key?

Muir, Clive
February 2007
Academy of Management Perspectives;Feb2007, Vol. 21 Issue 1, p71
Academic Journal
The article explores the relative importance of a salesperson's work environment, in comparison with the salesperson's own interpersonal skills, in establishing successful client relationships. The author cites a study by Craig A. Martin at Western Kentucky University and Alan J. Bush at the University of Memphis. The researchers looked at the leadership styles of sales managers and the psychological climate of the workplace. Martin and Bush found that transformational leadership approaches and employees' feelings of empowerment and cohesiveness shaped selling behaviors.


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