Can I read Effective Sales Force Automation and Customer Relationship Management: A Focus on Selection and Implementation (Selling and Sales Force Management Collection) on EtoBox?

Effective Sales Force Automation and Customer Relationship Management: A Focus on Selection and Implementation (Selling and Sales Force Management Collection) by Raj Agnihotri, Adam A. Rapp is a book available to read on EtoBox.

What is Effective Sales Force Automation and Customer Relationship Management: A Focus on Selection and Implementation (Selling and Sales Force Management Collection) about?

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 also have strategic utilizations. With the adoption o

Author

Raj Agnihotri, Adam A. Rapp

Publisher

Business Expert Press

Published

2010

Language

EN

ISBN

9781606491270

Subjects

Marketing, Management, Business