Publications

In the wake of the profound upheavals that our society has been facing, the business world is undergoing change. Values ​​such as trust, well-being, sustainability, and respect for human beings and their deeper ambitions are becoming increasingly important. Corporations and professionals can achieve and maintain success only if they can bring their relationship with their customers to a new, higher level. The condition that links the two is very similar to that created when we fall in love. The organizational models and marketing approaches based on the metaphor of war, and the inherent rhetoric of “command and control”, are no longer valid; to form such a bond we need love.

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Do ethics pay? In an attempt to answer this question, the authors analyze the economic theories that might rehabilitate ethics in the world of sales and turn them into an effective tool for conducting negotiations. This book proposes a “bottom-up” approach that starts from an analysis of sales activities to build a business style that, if adopted by an entire organization, can make the difference thus enhancing the company’s success.

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June 20, 2019
by Kristen Bell DeTienne, Bradley R. Agle, Carrolyn McMurdie Sands, Alice Alessandri, and Alberto Aleo

Summary. Sales scandals can take a large toll.  Companies must take steps to  protect themselves from the risk of sales fraud: and our research with over 1,000 sales professionals in 50 companies has uncovered some best practices that we think should proliferate across salesforces of all sizes and in all industries.

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by Severino Salvemini

by Marilena Del Fatti