Paolo Guenzi

Marketing and Sales


Latest publications

CAIOZZO P., COLM L., GUENZI P., SISTI M. A. Dieci aree di azione per ridisegnare la funzione vendite Economia & Management, 2022, no. 4, pp.83-91
GUENZI P., Nijssen E. J. The relationship between digital solution selling and value-based selling: a motivation-opportunity-ability (MOA) perspective European Journal of Marketing, 2022
GUENZI P., Nijssen E. J. The impact of digital transformation on salespeople: an empirical investigation using the JD-R model Journal of Personal Selling and Sales Management, 2021, vol.41, no. 2, pp.130-149
GUENZI P. La trasformazione digitale delle vendite. Innovare strategie e processi commerciali con le tecnologie Egea, Milano, Italy, 2021
GUENZI P., Nijssen E. J. Studying the antecedents and outcome of social media use by salespeople using a MOA framework Industrial Marketing Management, 2020, vol.90, pp.346-359
GUENZI P., Habel J. Mastering the Digital Transformation of Sales California Management Review, 2020, vol.62, no. 4, pp.57-85

Related Articles

The present and future of Sales Performance Management in...
Required time 6 min
The use of social media in sales
Required time 6 min
Digital transformation in sales (in Italian)
Required time 11 min


Competenze per vendere Fidelizzare e sviluppare i clienti attuali
  • Duration
  • wkly effort
  • Format
  • Language
  • Price
  • 8 weeks
  • 4-5 hours
  • On Demand
  • Italian
  • 400€

The program focuses on the consolidation and development of business opportunities involving existing customers with a view to building loyalty and expanding business with them.