TITLE

For the Sales Function, is E-Commerce FRIEND OR FOE?

AUTHOR(S)
Fram, Eugene H.; McCarthy, Michael S.
PUB. DATE
September 2000
SOURCE
Marketing Management;Fall2000, Vol. 9 Issue 3, p24
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Suprisingly few published articles and research studies address e-commerce's human impact on the sales function. However, its operations can change how people in sales and marketing work. Most business discussions about e- commerce have centered on technical and marketing opportunities, with little concentration on the sales function. The following questions need to be addressed: What does the development of e-commerce portend for the 15.7 million persons in sales occupations? How will the shrinking of supply chains affect field salespeople, sales managers, and inside sales personnel?
ACCESSION #
4510772

 

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