TITLE

Sales Force Automation -- Here and Now

AUTHOR(S)
Wedell, Al; Hempeck, Dale
PUB. DATE
August 1987
SOURCE
Journal of Personal Selling & Sales Management;Aug87, Vol. 7 Issue 2, p11
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article discusses developments in portable computer technology that can help improve the productivity of the field sales force. The expense of keeping a sales representative in the field calling on customers has rapidly increased in the past few years to over $500 per day for many firms. More disturbing is the realization that 60 percent of a sales representative's day is spent in traveling, waiting for appointments, processing paperwork and attending meetings-all non-selling activities. Sales and marketing represents the last major business application to be given computer support, yet no other function has such a strong potential to affect a company's bottom line. While most all software increases productivity and therefore reduces costs, an increase in productivity in the sales department translates into a gain in gross revenues for a company. Sales and marketing software today is where accounting software was 20 years ago, yet new, sophisticated software offerings are being introduced in rapid-fire fashion. For a small firm with only a few sales representatives, purchasing one of these personal computer-based software packages may be the only automation tool needed to track leads, manage account profiles and perform sales analyses.
ACCESSION #
6652262

 

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