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Mastering the digital transformation of sales

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Guenzi, Paolo and Habel, Johannes (2020) Mastering the digital transformation of sales. California Management Review, 62 (4). pp. 57-85. doi:10.1177/0008125620931857

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Official URL: https://doi.org/10.1177/0008125620931857

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Abstract

Managerial and academic literature provide only limited guidance on how to drive the digital transformation of sales. This article presents a model for in-depth analysis of sales processes, goals for each process in terms of effectiveness and efficiency, and a structured set of digital responses. For managers, it provides actionable guidelines on how to drive the digital transformation of sales, a large set of inspiring examples, and an international benchmarking opportunity.

Item Type: Journal Article
Subjects: H Social Sciences > HD Industries. Land use. Labor
H Social Sciences > HF Commerce
Divisions: Faculty of Social Sciences > Warwick Business School
Library of Congress Subject Headings (LCSH): Sales management, Customer services -- Technological innovations -- Management, Business enterprises -- Technological innovations, Electronic commerce
Journal or Publication Title: California Management Review
Publisher: University of California, Berkeley
ISSN: 0008-1256
Official Date: 1 August 2020
Dates:
DateEvent
1 August 2020Published
8 June 2020Available
17 March 2020Accepted
Volume: 62
Number: 4
Page Range: pp. 57-85
DOI: 10.1177/0008125620931857
Status: Peer Reviewed
Publication Status: Published
Publisher Statement: Posted ahead of print. Guenzi, Paolo and Habel, Johannes (2020) Mastering the digital transformation of sales. California Management Review . (In Press) Copyright © 2020 (The Authors). Reprinted by permission of SAGE Publications. https://journals.sagepub.com/home/cmr
Access rights to Published version: Restricted or Subscription Access
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