Getting to the point: Technology that sells

Vanstone, Mark; Yates-Mercer, Penelope
July 2002
Management Services;Jul2002, Vol. 46 Issue 7, p8
Academic Journal
A case study is presented of the information needs for an insurance point-of-sale (POS) system in Great Britain. POS systems are those laptop computer system with sales and administrative applications used by the salesperson in the field with the client to provide financial advice. The company under study is mutual life insurer. Overall, the study seems to suggest that the future lies in extended the function and capabilities of POS. It is critical for the company to invest in the future and make the best possible use of existing client data. However, there are challenges in developing such systems that have customers with wide agendas.


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