Abstract
This article views sales technology as an umbrella term which includes interrelationships among sales strategy, sales processes, salespeople, and information technology. Sales technology includes sales aspects of customer relationship management and sales force automation applications. Increasingly, companies are developing sales technology departments which perform various functions for the sales organization. Managers face challenging decisions as to how best to use technology to improve the efficiency and effectiveness of their sales efforts. Sales managers need to customize their sales technology portfolios. This article discusses important factors associated with sales technology and its interrelationships with sales strategy, sales processes, and salespeople involving a range of sales contexts. It examines equipping, training, supporting, and motivating salespeople to adopt sales technology. It also considers relationships between sales technology and performance for different types of use. Finally, it discusses sales technology, productivity, and performance relationships.
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a callDisclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.
