Salesforce support systems: Potential applications to increase productivity
Journal of the Academy of Marketing Science · 1987 · Volume 15 · Issue 2
Abstract
Microcomputer based sales support systems have been held out by meany as a solution to the increasingly high cost of the personal selling effort. Promises of increased productivity through both greater efficiency and effectiveness have been made by many vendors. The author proposes some guidelines which provide sales managers with assistance in deciding when and where such systems can be used to increase the productivity of the salesforce.
Keywords
Knowledge Worker, Sales Management, Market Management, Sales Force, Sales Representative
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