SALES MANAGER’S LEADERSHIP STYLE IN CONTEXT OF CONTEMPORARY CHALLENGES IN SELLING HOTELS FACILITES OF MONTENEGRO
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Traditional sales management duties are being dramatically changed by buyer behavior dynamism, sales automation, salesperson empowerment, and shifts to new marketing channels. Inspiring the salespersons through more work commitment, sales managers keep management tools to stimulate the latent sales efforts and performances. Sales manager, on the average point of view, mostly emphasizes details, facts, certainty. He is determined, practical thinker. He is focused on short-term, realistic goals. He develops regulations and procedures to evaluate the performances. The main aspect of sales manager's leadership style in the hospitality industry of Montenegro in context of contemporary challenges is to determine the ability of sales managers to adapt and make optimized decisions according to noticed changes.