High-Impact Sales Force Automation : A Strategic Perspective book cover
1st Edition

High-Impact Sales Force Automation
A Strategic Perspective



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ISBN 9781574440935
Published April 3, 1997 by CRC Press
296 Pages

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Book Description

What exactly is sales force automation? The idea is simple - using technology to maximize sale productivity, minimize cost and enhance customer service. This "ultimate competitive weapon" can streamline the sales process, target the right customers and dramatically eliminate downtime and waste. High-Impact Sales Force Automation is a hands-on guide to implementing the latest computer technology in sales and marketing departments. The author's unique background in both business and science provides a practical, yet in-depth perspective on sales force automation. And all with a sharp focus on the backbone of any business: the customer. This book is an excellent reference for corporate managers, sales professionals, organizational planners, marketing consultants and anyone interested in improving sales, customer service and quality control. Real-life business models and concrete examples make applying these concepts to any organization as simple as clicking on a mouse.

Table of Contents

1 A STRATEGIC PERSPECTIVE 2 THE CHANGING COMPETITIVE LANDSCAPE 3 ORGANIZATIONAL MODELS AND ASSUMPTIONS 5 INTEGRATING THE MODELS: DELIVERING VALUE.6 A CONCEPTUAL TECHNOLOGY MODEL 7 PUTTING THE PIECES TOGETHER 8 THE OPPORTUNITY 9 SALES MANAGEMENT: THE FORGOTTEN ELEMENT.10 SALES QUALITY 11 A METHODOLOGY 12 COSTS AND JUSTIFICATION 13 GETTING STARTED 14 THE ROLE OF SENIOR MANAGEMENT 15 LOOKING AHEAD

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Author(s)

Biography

Glen S. Petersen is the President and founder of Strategic Sales Performance, Inc., a sales force automation consulting firm that focuses on conducting needs assessments for Fortune 1000 companies. Prior to his involvement with sales force automation, Mr. Petersen did strategic planning for companies in diverse industries such as electronics, pharmaceuticals, and the food industry.