TY  - BOOK
AU  - Agnihotri,Raj S
AU  - Rapp,Adam A.
TI  - Effective sales force automation and customer relationship management: a focus on selection and implementation 
T2  - Selling and sales force management collection
SN  - 9781606491287
AV  - HF5438.35 
PY  - 2010///.]
CY  - [New York, N.Y.] (222 East 46th Street, New York, NY 10017)
PB  - Business Expert Press
KW  - Selling
KW  - Data processing
KW  - Customer relations
KW  - Technological innovations
KW  - Relationship marketing
KW  - Sales teams
KW  - virtual
KW  - sales force management
KW  - leadership
KW  - selling centers
KW  - buying centers
KW  - sales technology
KW  - technology audit
KW  - relational selling
KW  - customer satisfaction
KW  - customer retention
KW  - customer loyalty
KW  - [genre]
N1  - Includes bibliographical references (pages 105-110) and index; Introduction --; 1. Defining technology --; 2. Technology application versus business strategy --; 3. The role of the customer in technology and strategy implementations --; 4. Selection decision process and research --; 5. System planning and designing --; 6. Implementation of designed systems --; 7. Achieving full integration for maximum performance --; 8. Technology assessment, maintenance, and adaptation --; Notes --; References --; Index; Access restricted to authorized users and institutions; 2; b; Also available in printing
N2  - As we move deeper into the 21st century, firms continue to struggle with the implementation of sales force technology tools and the role they play in sales representative performance. 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. This role requires salespeople to develop a technological orientation to access, analyze, and communicate information in order to establish a strong relationship with customers. Sales technology enables salespeople to answer the queries of customers and effectively provide competent 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 they 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. Perhaps the most important aspect covered within this book is that technology usage is both a strategy and a tool; therefore, we outline both strategic considerations as well as implementation procedures throughout each chapter. 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
UR  - https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000050.html
ER  -