Resources

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Books

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Articles

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Reports

Books

Implementing Key Account Management

Sales Management: Strategy, Process and Practice

From Selling to Co-Creating

Articles

The transformation of professional selling: Implications for leading the modern sales organization

• Three transformations are identified: The composition of the offer, customer relationships and the configuration of sales organizations.

• Integration of academic debate and industry practice, showing convergence of topics in the transformation of professional selling.

• Novel perspective on sales management that embraces ambidexterity and paradoxical leadership.