High-Impact Sales Force Automation : A Strategic Perspective - Glen Petersen

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High-Impact Sales Force Automation

Name: High-Impact Sales Force Automation
Brand: ST LUCIE PR
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A Strategic Perspective

By: Glen Petersen

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Hardcover | 3 April 1997 | Edition Number 1

At a Glance

Hardcover
296 Pages

Dimensions(cm)
22.9 x 15.2 x 2.54

Hardcover

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What exactly is sales force automation? The idea is simple - using technology to maximize sale productivity, minimize cost and enhance customer service. This "ultimate competitive weapon" can streamline the sales process, target the right customers and dramatically eliminate downtime and waste. And in today's competitive sales climate, effective time management is the key to survival.High-Impact Sales Force Automation is a hands-on guide to implementing the latest computer technology in the sales and marketing departments of your company. The author's unique background in both business and science provides a practical, yet in-depth perspective on sales force automation - from conception right through implementation. And all with a sharp focus on the backbone of your business: the customer.This book is an excellent reference for corporate managers, sales professionals, organizational planners, marketing consultants and anyone interested in improving sales, customer service and quality control. Real-life business models and concrete examples make applying these concepts to your own organization as simple as clicking on a mouse.

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Non-Fiction Business & Management Sales & Marketing Sales & Marketing Advertising Management & Management Techniques Management of Specific Areas Sales & Marketing Management Computing & I.T.Computer Hardware Maintenance & Repairs Office & Workplace Office Systems & Equipment

Computer Science

Preface
About the Author
A Strategic Perspective	p. 1
The Changing Competitive Landscape	p. 13
Organizational Models and Assumptions	p. 37
The Sales Process	p. 53
Integrating the Models: Delivering Value	p. 69
A Conceptual Technology Model	p. 89
Putting the Pieces Together	p. 107
The Opportunity	p. 115
Sales Management: the Forgotten Element	p. 169
Sales Quality	p. 183
A Methodology	p. 193
Costs and Justification	p. 203
Getting Started	p. 241
The Role of Senior Management	p. 247
Looking Head	p. 259
Bibliography	p. 267
Index	p. 273
Table of Contents provided by Blackwell. All Rights Reserved.

High-Impact Sales Force Automation

A Strategic Perspective

At a Glance

Hardcover

Shipping

How to return your order

Defective items

You Can Find This Book In

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