Virtual Selling: Going Beyond the Automated Sales Force to Achieve Total Sales Quality

Thomas M. Siebel, Michael Malone

ISBN 10: 0684822873 / ISBN 13: 9780684822877

Verlag: Free Press, 1996

Very Good condition. A copy that may have a few cosmetic defects. May also contain light spine creasing or a few markings such as an owner's name, short gifter's inscription or light stamp. Bestandsnummer des Verkäufers V14M-00246

Inhaltsangabe:

The days when a salesperson could carry the company catalog around in his or her head have disappeared. From high-tech to low-tech industries, today's salesperson often represents thousands of products available in countless permutations. According to Thomas Siebel and Michael Malone, although more than 500 companies are rushing to market with information technology to aid millions of salespeople worldwide, these systems are destined to fail. Why? Because, the authors argue, they focus only on improving efficiency, rather than on increasing the effectiveness of the selling process.
Instead, Siebel and Malone demonstrate the need to incorporate Sales Force Automation (SFA) within an overall philosophy that supports the sales force by fully informing sales reps to assist them in real selling, not just data recording and analysis. The authors show how this new vision, called Virtual Selling, will spearhead a new generation of SFA design to provide powerful tools - from opportunity management systems and marketing encyclopedias to product configurations and team selling across multiple distribution channels - which will enhance customer contact and heighten the effectiveness of the sales representative.

Über die Autorin bzw. den Autor: Thomas Siebel is chairman and CEO of Siebel Systems.

Bibliografische Details

Titel: Virtual Selling: Going Beyond the Automated ...
Verlag: Free Press
Erscheinungsdatum: 1996
Einband: Softcover
Zustand: Very Good