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Sales Implementation (1 - Introduction (Topics: (Overview of personal…
Sales Implementation
1 - Introduction
Topics:
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Characteristics of sales people, present and future
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Readings:
Syam & Sharma (2018): Waiting for a sales renaissance in the fourth industrial revolution: Machine learning and artificial intelligence in sales research and practice
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4 - CRM systems
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Readings:
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Singh et al (2019): Sales profession and professionals in the age of digitization and artificial intelligence technoliges: Concepts, priorities and questions
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6 - Change Management
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Readings:
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Hayati et al (2018): Sales force leadership during strategy implementation: A social network perspective