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Leadership, management, sales force management, management by objectives, employee motivation... Here is a list of concepts that seem straightforward at first glance but are often used to mean something else entirely. These concepts deserve to be fully understood by tomorrow's manager leaders, which is what we are. This research project first explores all the old and new literary reflections on leadership and sales force management. Its secondary goal is to present the practical methodology chosen to validate, invalidate, or provide additional information related to a new approach: leadership applied to sales force management. Its ultimate ambition is to open a discussion on the practical results obtained and highlight new elements emerging from the field survey. Given the importance of the subject for organizations, it is therefore necessary to formulate managerial recommendations for both sales managers and sales representatives. Seminars and Groups in the hotel industry.
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