Der Verkaufsaußendienst und die Verkaufsgebietsgestaltung -- Change Management und organisationale Gerechtigkeit -- Erfolgsdeterminanten der Restrukturierung aus Mitarbeiterperspektive -- Untersuchung der Wirkung des Verhaltens des Managements -- Untersuchung des Mitarbeiterverhaltens. .

Understanding Digital Transformation: Trends, developments, drivers, influence, impact -- Sales technology and tools: Technology trap, digital sales tools -- Strategy: sales models, sales organization -- Conception: positioning, value proposition, digital customer profile, customer acquisition...

RE-RETAIL_Cover -- Title Page -- Copyright -- Dedication -- Contents -- Foreword -- Part 1: Retail is Dead -- 1: Software Eats Retail -- 2: Farewell to Bentonville -- 3: Know Thy Enemy -- 4: A One-Click World -- 5: The Delivery Arms Race -- 6: Requiem for Don Draper -- 7: The End of the...

Organizing Marketing and Sales offers case studies to demonstrate in detail the kinds of challenges faced by multinational, multiproduct firms. It also draws upon theoretical perspectives in order to examine contemporary challenges in marketing and sales organization.