Influencing Mechanisms – Persuasion, Assertion And Bridging – Key Skills For A Successful Sales Manager
In any relationship, both parties have power which will ebb and flow over time. The manager needs to understand the types of power they have, the power available to his organizational network and the power available to his clients. The manager will not necessarily have line control over the internal – organizational – resources and therefore will need to influence individuals and departments to support their external main clients. Before exploring the different types of influence it is important to define what is meant by influence, power and authority. Influence is the process of affecting what another person or group does and/or thinks. Power is the ability of a person or a group to influence other people or groups. Authority is the right to exercise power. It is now generally recognized that in business, a key skill which needs to be developed is the ability to influence effectively. This is because the old lines of authority and position no longer exist, and there is now a greater requirement for most employees to be responsible for many tasks and many outcomes, most of which cannot be controlled or managed by the individual alone. It is also evident that everyone in a chain have different priorities and most people have to influence those priorities to get their own desired outcome.
Volume (Year): 1 (2011)
Issue (Month): 39 ()
|Contact details of provider:|| Postal: |
Phone: 004 0251 411317
Fax: 004 0251 411317
Web page: http://feaa.ucv.ro/
More information through EDIRC
When requesting a correction, please mention this item's handle: RePEc:aio:aucsse:v:1:y:2011:i:39:p:94-99. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Anca Bandoi)
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If references are entirely missing, you can add them using this form.
If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.
Please note that corrections may take a couple of weeks to filter through the various RePEc services.