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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
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 | ||||||||
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| Subjects: | H Social Sciences > HD Industries. Land use. Labor H Social Sciences > HF Commerce |
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| 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: |
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| 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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