Portable Computers: Applications to Increase Salesforce Productivity

Collins, Robert H.
November 1984
Journal of Personal Selling & Sales Management;Nov84, Vol. 4 Issue 2, p75
Academic Journal
This article discusses how portable computers help to improve the productivity of the field salesforce. As the cost per sales call continues to rise, sales and marketing managers are under increasing pressure to develop techniques to improve the productivity of the field salesforce. Recent developments in microcomputer technology hold the promise of contributing to that goal. The new generation of portables are truly portable machines and are sometimes called "lap-tops" by the trade press. They weigh in at under 10 pounds and are battery powered. The vast majority of portables are sold in the business market. The target market consists of mobile professionals, those individuals whose work regularly takes them away from their desks. They include executives, consultants, accountants, journalists, auditors, researchers and sales representatives. Portable computers such as the HP 110 have a number of applications which can prove useful to the sales professional. The current version of the portable has Lotus 1-2-3 in permanent memory, and an enhanced version with Symphony in permanent memory is expected.


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