| Author: | Ferreira, J. Treacy, M. E. |
| Title: | It's more than just laptops. |
| Journal: | Datamation
1988 : NOV 1, VOL. 34:21, p. 127-131 |
| Index terms: | SALES DEPARTMENTS AUTOMATION |
| Language: | eng |
| Abstract: | Sales force automation is one of the most high-risk, high-visibility projects. It requires information systems (IS) staff to be businesspeople first, and technical experts second. The effects of technological advances and changes in the business climate are considered. Local sales management teams are involved in tasks traditionally left to central marketing managers. Salespeople will need to coordinate their efforts more tightly with product managers and market researchers, with telemarketing and other support functions. Viewing sales as a matrix is suggested. Reliability is shown to be critical, especially in cases where the system can make or break sales. Sales systems needs are identified and used as an aid to sales automation. |
SCIMA