DIAGNOSING THE MANAGEMENT STYLE IN TE SALES ACTIVITY

The management style has an essential significance within the sales management as the sales activity results depend on it to a smaller or larger extent. Its diagnosing involves three stages: Evaluating the sales strategy elaboration method, by taking into account the type of decisions, the relations between the decisional centres, the type of used planning and analysis tools and methods, the time horizon; Evaluating the sales strategic process, starting from the manner of approaching it; Evaluating the type of manager.