by
Taylor, Derek
Call Number
647.950688 TAY
Publication Date
1987
Format:
Books
Relevance:
155269.2813
by
Institute of Sales Management (Australia) Victorian Branch
Call Number
ARC MENU YELLOW 156
Publication Date
1962
Format:
Books
Relevance:
145939.0156
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by
Institute of Sales Management (Australia) Victorian Branch
Call Number
ARC MENU YELLOW 301
Publication Date
1961
Format:
Books
Relevance:
138252.2656
by
ClickView (Firm)
Call Number
XX(304757.1)
Summary
A detailed look at all things to consider when making sales and marketing plans.
Format:
Other
Relevance:
126781.6719
by
Metti, M. C.
Call Number
647.94068 MET
Publication Date
2008
Format:
Books
Relevance:
126776.8359
by
Institute of Sales Management (Australia) Victorian Branch
Call Number
ARC MENU YELLOW 384
Publication Date
1958
Format:
Books
Relevance:
126154.4766
by
Simpkins, Robert A., 1945-
Call Number
658.81 22
Publication Date
2004
Format:
Electronic Resources
Relevance:
101651.9922
by
Piercy, Nigel.
Call Number
658.812 22
Publication Date
2009
Summary
A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. - ;A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business develop.
Format:
Electronic Resources
Relevance:
98208.0234
by
Miller, William, 1955-
Call Number
658.81 21
Publication Date
2001
Format:
Electronic Resources
Relevance:
95090.3359
by
Institute for Career Research.
Call Number
658.456 22
Publication Date
2005
Format:
Electronic Resources
Relevance:
85048.4453
by
Agnihotri, Raj S.
Call Number
658.8100285 22
Publication Date
2010
Summary
As we move deeper into the 21st century, firms continue to struggle with the implementation of sales force technology tools and the role they play in sales representative performance. Foreseeing a changing environment, many sales organizations have begun to focus on technology-related strategies, business processes, and applications to adapt to these emerging issues. With this in mind, sales force technology usage has changed the methods of selling. Salespeople are no longer selling just a "product"; instead, they are providing a valuable "solution" to customer problems. Salespeople now act as consultants or experts and provide customized solutions. This role requires salespeople to develop a technological orientation to access, analyze, and communicate information in order to establish a strong relationship with customers. Sales technology enables salespeople to answer the queries of customers and effectively provide competent solutions. The ability to answer queries and provide solutions leads to strong relationships between a salesperson and a customer. Thus, technology tools are not only used for smoothing the work process, but they also have strategic utilizations. With the adoption of technological tools at exponential rates, many firms fell into pitfalls and witnessed failure of their technology initiatives. The purpose of this book is to outline the important steps that must be considered and adhered to when implementing sales force technology. Perhaps the most important aspect covered within this book is that technology usage is both a strategy and a tool; therefore, we outline both strategic considerations as well as implementation procedures throughout each chapter. It is important to consider all the steps and the necessary actions that will need to take place before the first penny is spent; then, and only then, will the technology have its intended effect.
Format:
Electronic Resources
Relevance:
83000.5859
by
Institute of Marketing and Sales Management.
Call Number
ELECTRONIC RESOURCE
Publication Date
2024 2023 2022 2021 2020
Format:
Electronic Resources
Full text available: 1989-05-25 - 2003-10-16 Available via InfoTrac to William Angliss of Institute of TAFE users only. Click here to access electronic journal.
Relevance:
12537.7480
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