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Managing or leading? Management : It is an official function, a “status” It is about control : Decision making, Controlling, Planning Leadership : The ability to influence a group toward achievement of goals. The process whereby one individual influences other group members toward the attainment of defined group or organizational goals. Leader : An individual within a group or an organization who wields the most influence over others
Animation of Commercial Teams THUONGMAI UNIVERSITY Hanoi Licence Professionnelle en Vente Catherine Glée-Vermande http://iae.univ-lyon3.fr Course outline http://iae.univ-lyon3.fr What means managing a commercial team ? Basic nature of management : Is the management of a commercial team really different from the management of another team? History Recent trends and new deals Understanding People at Work to increase your efficiency as a manager : Perception and Attribution Personality and Emotion Self awareness From Managing to Leading a Commercial Team > Motivation > Leadership , Power and Authority > Groups dynamic and Communication > Managing change http://iae.univ-lyon3.fr Leadership, Power and Authority (1) Exercise: take ten minutes to answer these questions Do “leading” and “managing” mean the same thing? > Is a manager a leader? > Is a leader a manager? Identify three leaders > Why is/was this person a leader? Was it his/her • Role/job/position • Personality • Behavior/actions • Historical context http://iae.univ-lyon3.fr Leadership, Power and Authority (2) Managing: > What kind of power is that? > Other characteristics? Leading: > What kind of power is that? > Other characteristics? Qualities of a leader:…… Managing Leading Managing v Leading Managing or leading? > Management : • It is an official function, a “status” • It is about control : – Decision making, Controlling, Planning > Leadership : • The ability to influence a group toward achievement of goals • The process whereby one individual influences other group members toward the attainment of defined group or organizational goals > Leader : • An individual within a group or an organization who wields the most influence over others Managing v Leading C.GLée IAE Lyon What real managers do? (1) http://iae.univ-lyon3.fr 10