Sales Force Automation -- Here and Now

Wedell, Al; Hempeck, Dale
August 1987
Journal of Personal Selling & Sales Management;Aug87, Vol. 7 Issue 2, p11
Academic Journal
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.


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