Foreseeing a changing environment, many sales organizations have begun to focus on technology-related strategies, business processes, and applications to adapt to these emerging issues. With this in mind, sales force technology usage has changed the methods of selling. Salespeople ...Foreseeing a changing environment, many sales organizations have begun to focus on technology-related strategies, business processes, and applications to adapt to these emerging issues.
With this in mind, sales force technology usage has changed the methods of selling. Salespeople are no longer selling just a ""product""; instead, they are providing a valuable ""solution"" to customer problems. Salespeople now act as consultants or experts and provide customized solutions.
The ability to answer queries and provide solutions leads to strong relationships between a salesperson and a customer. Thus, technology tools are not only used for smoothing the work process, but also have strategic utilizations. With the adoption of technological tools at exponential rates, many firms fell into pitfalls and witnessed failure of their technology initiatives.
The purpose of this book is to outline the important steps that must be considered and adhered to when implementing sales force technology. It is important to consider all the steps and the necessary actions that will need to take place before the first penny is spent; then and only then will the technology have its intended effect.