Exploring Group Support Systems in Sales Management Applications

Dishman, Paul; Aytes, Kregg
January 1996
Journal of Personal Selling & Sales Management;Winter96, Vol. 16 Issue 1, p65
Academic Journal
Getting honest and candid information from sales personnel is a challenge faced by all sales managers. This is especially difficult when dealing with sensitive issues such as specific employee productivity, personalities, or other potentially charged subjects. This article examines the use of a Group Support System to improve participation and response from sales personnel in reply to sales management's inquiry concerning specific marketing and internal issues. Group Support Systems (GSS) use networked personal computers to facilitate meetings, build consensus, stimulate brainstorming, and provide feedback in an environment that promotes candor and openness. Results confirm that the use of GSS increases quality involvement in providing feedback while decreasing the corresponding time and effort required for the process. INSET: Examples of ideas and comments generated in the various...


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