Hunter, Gary K.; Perreault Jr, William D.
March 2006
Journal of Personal Selling & Sales Management;Spring2006, Vol. 26 Issue 2, p95
Academic Journal
The article stresses the need for sales managers to have a practical means for discovering returns directly caused by investments in sales technology implementations, including the automation of sales and customer relationship management systems. A behavioral process model approach is presented that allows the evaluation of sales technology implementations, and it is tested with data collected from the sales force of a large consumer packaged goods company. Results indicate that a salesperson's technology has a direct impact on performance, correlated with age.


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