TITLE

SALES TECHNOLOGY ORIENTATION, INFORMATION EFFECTIVENESS, AND SALES PERFORMANCE

AUTHOR(S)
Hunter, Gary K.; Perreault Jr, William D.
PUB. DATE
March 2006
SOURCE
Journal of Personal Selling & Sales Management;Spring2006, Vol. 26 Issue 2, p95
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
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.
ACCESSION #
21065989

 

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