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| Author: | Morgan, A.J. Inks, S.A. |
| Title: | Technology and the sales force: increasing acceptance of sales force automation |
| Journal: | Industrial Marketing Management
2001 : JUL, VOL. 30:5, p. 463-472 |
| Index terms: | AUTOMATION IMPLEMENTATION |
| Freeterms: | SALES FORCE |
| Language: | eng |
| Abstract: | Sales force automation systems are fast becoming a market-place reality. Implementation of these systems represents a significant change for many organizations, often presenting difficult challenges for managers. This paper proposes several factors relating to sales force acceptance of automation. |
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