Wednesday, October 5, 2022 (9:30 am - 1 pm)

AGGIORNAMENTO PERMANENTE
IN PERSON
Winning the challenge of sales: future and prospects for sales networks

Eurobevande Via Nuova di Corva, 82 - 33170 PORDENONE

The digital transformation - accelerated by the Pandemic - has led and is leading to radical changes in the market contexts in which organizations and their commercial departments operate. Informed and increasingly autonomous customers and multi-channel purchasing are just some of the aspects that today oblige companies to rethink their game schemes in sales.
 
What are the impacts that the pandemic has caused in the short term and what will be the "New Normal" in commercial structures and networks?  What changes in the roles, skills and activities of salespeople and sales managers?
 
In this meeting the participants will be able to meet Paolo Guenzi, Expert Professor of the Sales World and Director of the Commercial Excellence Lab of SDA Bocconi - knowledge center focused on excellence in the commercial field. Professor Guenzi will present the evolution of the sector and the different models, both strategically and individually, for a successful commercial network in the digital age.
 
In particular, the following aspects will be addressed:

  • how the market contexts of commercial organizations change with the advent of New Normal
  • how companies are facing change and what they will have to do in the future 
  • what changes in the roles, skills and activities of sellers and managers.

Speaker

Paolo Guenzi

Associate Professor, Department of Marketing, L. Bocconi University and Director, Commercial Excellence Lab, SDA Bocconi

Programme

October 05, 2022
9:30 am - 11 am First part
11 am - 11:30 am Intermission
11:30 am - 1 pm Second part

Meeting documents

Nota informativa

AGGIORNAMENTO PERMANENTE
IN PERSON
Winning the challenge of sales: future and prospects for sales networks

Nota informativa

Kit

AGGIORNAMENTO PERMANENTE
IN PERSON
Winning the challenge of sales: future and prospects for sales networks

Kit