2017
DOI: 10.1007/978-3-319-47331-4_125
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Managing Salesperson Performance Through Coaching: The Moderating Role of Selling Experience (An Extended Abstract)

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Cited by 2 publications
(4 citation statements)
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“…. The managerial coaching has become a popular practice for helping and training salespeople for boosting sales targets and results (Dahling, Taylor, Chau, & Dwight, 2016;Deeter-Schmelz, Goebel, & Kennedy, 2008;Pousa et al, 2017).…”
mentioning
confidence: 99%
“…. The managerial coaching has become a popular practice for helping and training salespeople for boosting sales targets and results (Dahling, Taylor, Chau, & Dwight, 2016;Deeter-Schmelz, Goebel, & Kennedy, 2008;Pousa et al, 2017).…”
mentioning
confidence: 99%
“…directive) must be competent and knowledgeable in his function in the organisation (Yulk, 2013) and able to guide and coach his subordinates, ultimately enhancing their performance. Research findings indicate that managerial coaching is an effective management technique that should be adopted to improve employee learning and performance effectively (Ratiu et al, 2017;Pousa et al, 2017). Leaders frequently are required to use different leadership styles simultaneously, to account for shortcomings individual leadership approaches in a certain situation, and to complement each other in managing their subordinates effectively for better performance.…”
Section: Task Performancementioning
confidence: 99%
“…Northouse (2013) suggested that a person's skills and abilities could be learned and developed. Researchers' findings further suggested that the employees' learning and performance effectiveness could be improved with effective managerial coaching practices (Ratiu et al, 2017;Pousa et al, 2017). In addition, a leader is often regarded as a role model to his subordinates within the organisation, with part of his/her responsibilities is to act as a mentor and coach to his/her subordinates Directive leadership style is frequently associated with an autocratic and coercive style that could result in an adverse reaction from the subordinates and deters trust with their leadership (Rawat & Lyndon, 2016;Blau, 1964).…”
Section: The Direct Effect Of Leadership Styles On Task Performance D...mentioning
confidence: 99%
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