search query: @author Rich, G. A. / total: 2
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| Author: | Rich, G. A. |
| Title: | The Internet: Boom or Burst to Sales Organizations? |
| Journal: | Journal of Marketing Management
2002 : APR, VOL. 18:3-4, p. 287-300 |
| Index terms: | INTERNET SALES ORGANIZATIONS ANALYTICAL REVIEW |
| Language: | eng |
| Abstract: | The Internet and related computer technology are having a profound influence on the day-to-day activities occurring within sales organizations. In a survey of 123 salespeople from a variety of industries, the current study reports on salespeople's use of and reactions to the new technology. Most salespeople embrace the changes, and believe the new tools result in closer relationships with clients and increased productivity. At the same time, there is a distinct (albeit minority) segment of salespeople who feel threatened by the new technology. Implications for sales organizations are discussed. The paper provides a substantial list of references on this subject. |
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