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Magazine article
(E&M - 2021/4)
Caiozzo Paola
The Challenges and Methods of Remote Sales
A survey conducted by SDA Bocconi sheds light on the behavior of sellers during the months of the lockdown and the evolution of remote selling during the pandemic .
Magazine article
(E&M - 2022/04)
Caiozzo Paola, Colm Laura Ingrid Maria, Guenzi Paolo, Aurelio Sisti Marco
Ten Areas of Action to Redesign the Sales Function
The Covid-19 era has imposed deep transformations on sales organizations, and above all, required them to answer the question of how to manage the recovery in a new normal . A study by the Commercial Excellence Lab at SDA Bocconi has identified the ten areas of action for sales organizations in the post-pandemic future: process redesign, data-driven approach, new customer segmentations, redefinition ...