March 1989
Journal of Personal Selling & Sales Management;Spring89, Vol. 9 Issue 1, p59
Academic Journal
The article presents information on some papers on sales management. The paper "How to Justify Computers for Your Sales Force," by Joe Ferreira and Michael E. Treacy highlights that most firms either do not justify their sales force computer systems at all, or they do so inadequately. The authors suggest some methods that can be used to justify the use of computers in sales. Another paper "Calling All Cars: The Cellular Connection," by Mel Mandell presents a discussion on the values of owning and using a car phone. The article suggests the types of questions that should be asked before signing up with a local carrier.


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