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Managing change in the sales force
Guenzi, Paolo - In: Sales management : a multinational perspective, (pp. 15-37). 2011
Persistent link: https://www.econbiz.de/10008858701
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Commitment to technological change, sales force intelligence norms, and salesperson key outcomes
Hunter, Gary K.; Panagopoulos, Nikolaos G. - In: Industrial marketing management : the international … 50 (2015), pp. 162-179
Persistent link: https://www.econbiz.de/10011411723
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The organizational implications of implementing key account management : a case-based examination
Guenzi, Paolo; Storbacka, Kaj - In: Industrial marketing management : the international … 45 (2015), pp. 84-97
Persistent link: https://www.econbiz.de/10010530574
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Key accountization at Bosch automotive aftermarket Italy : managing and implementing a strategic change
Guenzi, Paolo - In: Handbook of strategic account management : a …, (pp. 405-418). 2014
Persistent link: https://www.econbiz.de/10010341886
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Mastering the digital transformation of sales
Guenzi, Paolo; Habel, Johannes - In: California management review 62 (2020) 4, pp. 57-85
Persistent link: https://www.econbiz.de/10012309189