INFLUENCING MECHANISMS – PERSUASION, ASSERTION AND BRIDGING – KEY SKILLS FOR A SUCCESSFUL SALES MANAGER

Gabriel Toader
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Gabriel Toader: University of Craiova Doctoral School in Economics

Annals of University of Craiova - Economic Sciences Series, 2011, vol. 1, issue 39, 94-99

Abstract: 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.

Keywords: PERSUASION; ASSERTION; BRIDGING (search for similar items in EconPapers)
JEL-codes: E60 (search for similar items in EconPapers)
Date: 2011
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