Implementing Key Account Management
Sales Management: Strategy, Process and Practice
From Selling to Co-Creating
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.