High-impact sales force automation : a strategic perspective / Glen Petersen.

Format:

Book

Author/Creator:

Petersen, Glen S., author.

Language:

English

Subjects (All):

Selling--Data processing.

Selling.

Selling--Technological innovations.

Marketing--Data processing.

Marketing.

Marketing--Technological innovations.

Physical Description:

1 online resource (293 pages)

Edition:

1st.

Place of Publication:

Boca Raton, FL : CRC Press Taylor & Francis Group, [2019]

Summary:

High-Impact Sales Force Automation is a hands-on guide to implementing the latest computer technology in sales and marketing departments. The author's unique background in both business and science provides a practical, yet in-depth perspective on sales force automation.

Contents:

Cover

Half Title

Title Page

Copyright Page

Table of Contents

Preface

About the Author

1. A Strategic Perspective

The Need for a New Perspective

Emergence of the Industry

Focus on Productivity

Problems Emerge Early

A Watershed Article

A Strategic Perspective

2. The Changing Competitive Landscape

Concept Formation

Competition in the 90s and Beyond 2000

Implications for the Sales Function

Other Strategic Initiatives

Strategic Impact

Basic Learning

Business-Related Cycles in the 21st Century

Competitive Advantage: Staying Close to the Customer

3. Organizational Models and Assumptions

Stovepipe Structure

A Holistic Customer-Based Model

Performance from a Market Perspective

Expanding the Model to Channel Management

Choosing Your Customers

4. The Sales Process

The Basic Model

Planning Phase

Pre-Sale

Sell

Post-Sale

Relationship Building

Review

Administration

Summary of the Model

5. Integrating the Models: Delivering Value

The Alignment Concept

Defining Value

Basic Customer Processes

Supplier Processes

Integrating the Ideas

Perspective

6. A Conceptual Technology Model

Technology as an Enabler

The Network: The Backbone

Types of Networks

The Basic System Configuration

Broad Benefits of the Configuration

End-User Computer Devices

Applications

The User Interface

User-Friendly Design Concepts

The Human Element

Trends and Challenges for the Industry

Complexity of the Industry

7. Putting the Pieces Together

Overview

Sales Process vs. Customer-Value Models

Leveraging the Processes

Integrating the Concepts

Examples

Extending the Concepts

8. The Opportunity

Integration of Focus and Effort

Definition of Applications

Linking Applications with Processes.

Planning Process

Conclusions

9. Sales Management: the Forgotten Element

Historical View of Management

The Forces of Change

The Changing Role

Customer Expectations

Leadership and Training of Subordinates

Senior Management Support

Marketing

Technology Needs

Training Needs and Career Path

Sales Force Automation and the Field Manager

10. Sales Quality

A New Concept?

Additional Perspective

Reasons for Gaining/Losing Business

A Model

Examples of the Opportunity

IBM Wisconsin

Moving Forward

11. A Methodology

The Track Record

Leadership vs. Management

The Process

Phase 1: Needs Assessment

Phase 2: The Pilot

Phase 3: The Rollout

12. Costs and Justification

Costs vs. Benefits

An Almost Complete List of Costs

Justification

Sources of Improvement

Revenue

Margins

Costs

Putting the Pieces Together

13. Getting Starteda Long

A Long-Term Obligation

Gaining Senior Management Support

Functional Description of Activity Content

Project Structure

Final Comments

14. The Role of Senior Management

Danger Signals

The Phoenix Principle

Understanding Requirements and Committing to Make It Happen

Support of the Project Team

Leadership

IS vs. Business Project Management

Providing a Future

15. Looking Ahead

Trends and Management Concerns

Management Tools vs. Strategy

Value as Strategy

The Industry

The Ultimate Competitive Weapon

The Decision to Invest

Bibliography

Index.

Notes:

<P>1 A STRATEGIC PERSPECTIVE 2 THE CHANGING COMPETITIVE LANDSCAPE 3 ORGANIZATIONAL MODELS AND ASSUMPTIONS 5 INTEGRATING THE MODELS: DELIVERING VALUE.6 A CONCEPTUAL TECHNOLOGY MODEL 7 PUTTING THE PIECES TOGETHER 8 THE OPPORTUNITY 9 SALES MANAGEMENT: THE FORGOTTEN ELEMENT.10 SALES QUALITY 11 A METHODOLOGY 12 COSTS AND JUSTIFICATION 13 GETTING STARTED 14 THE ROLE OF SENIOR MANAGEMENT 15 LOOKING AHEAD</P>

Includes bibliographical references and index.

Description based on print version record.

ISBN:

9781000893823

1000893820

9780429271496

0429271492

9781498728638

1498728634

OCLC:

1400101907