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

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.
ASIN: 0684822873
VSKU: 56JTFY003UUJ_ns
Condition: Very Good
Author/Artist:Thomas M. Siebel|Michael Malone
Binding: Paperback
Note: Any images shown are stock photographs and product may differ from what is shown.
Condition Notes: Book is in excellent condition. Pages are unmarked. Book may have minimal writing inside cover or on cover pages. Cover image on the book may vary. Ships out quickly in a secure plastic mailer!