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Title Critical competencies needed for outside sales managers : a Delphi study / Christie Cooper.
Imprint London : SAGE Publications Ltd, 2019.


 Internet  Electronic Book    AVAILABLE
Description 1 online resource : illustrations.
Series SAGE Research Methods. Cases.
SAGE Research Methods. Cases.
Bibliog. Includes bibliographical references and index.
Note Available only to authorized UTEP users.
Description based on XML content.
Subject Sales executives -- Case studies.
Leadership -- Case studies.
Genre Case studies.
Summary Using a three-round Delphi study, the purpose of this case study was to show how I researched the critical competencies needed for successful outside sales managers. Eighteen expert panelists reviewed an exhaustive list of 172 competencies. They used a 5-point Likert-type scale to rank each competency, where 5℗=℗most important and 1℗=℗least important. Once they achieved consensus, they implemented thematic coding to create clusters. Ultimately, they identified four clusters, and each cluster contained three to four competencies. This model was initially called the DUET Leadership Competency model and has since been copyrighted as the 4 Ís of Leadership.