Effective Sales Force Automation and Customer Relationship Management

Effective Sales Force Automation and Customer Relationship Management

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As we move deeper into the 21st century, firms continue to struggle with the implementation of sales force technology tools and the role they play in sales representative performance. Foreseeing a changing environment, many sales organizations have begun to focus on technology-related strategies, business processes, and applications to adapt to these emerging issues. With this in mind, sales force technology usage has changed the methods of selling. Salespeople are no longer selling just a qproductq; instead, they are providing a valuable qsolutionq to customer problems. Salespeople now act as consultants or experts and provide customized solutions. This role requires salespeople to develop a technological orientation to access, analyze, and communicate information in order to establish a strong relationship with customers. Sales technology enables salespeople to answer the queries of customers and effectively provide competent solutions. The ability to answer queries and provide solutions leads to strong relationships between a salesperson and a customer. Thus, technology tools are not only used for smoothing the work process, but also have strategic utilizations. With the adoption of technological tools at exponential rates, many firms fell into pitfalls and witnessed failure of their technology initiatives. The purpose of this book is to outline the important steps that must be considered and adhered to when implementing sales force technology. Perhaps the most important aspect covered within this book is that technology usage is both a strategy and a tool; therefore, we outline both strategic considerations as well as implementation procedures throughout each chapter. It is important to consider all the steps and the necessary actions that will need to take place before the first penny is spent; then and only then will the technology have its intended effect.CrM System at toyota France: an Integrated approach The worlda#39;s largest carmaker, Toyota, operates in France ... One of the primary goals was to come up with one sales activity center that could manage the complete customer relationship chain. ... With the help of dedicated users, the combined project team of Toyota France, AXOA, and Pivotal CRM integrated and deployed the project smoothly.


Title:Effective Sales Force Automation and Customer Relationship Management
Author: Raj Agnihotri
Publisher:Business Expert Press - 2010-07-26
ISBN-13:

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