{"product_id":"2940012190116","title":"Sales Technology: Making the Most of Your Investment","description":"Contemporary sales organizations are spending billions of dollars or euros\u003cbr\u003eon sales technologies with the objective of streamlining the sales process,\u003cbr\u003eenhancing sales force productivity, and improving customer relationships.\u003cbr\u003eA variety of sales technologies exist such as customer relationship management\u003cbr\u003e(CRM) software, mobile sales force automation (SFA) applications,\u003cbr\u003econtact management software, and territory planning applications, to\u003cbr\u003ename just a few. In spite of the amount being invested in such technologies,\u003cbr\u003ehowever, few firms can claim to be enjoying performance improvements.\u003cbr\u003eIn fact, the majority of companies are struggling to gain salesperson buy-ins\u003cbr\u003eand are failing to realize the intended return on investment (ROI). In addition,\u003cbr\u003ethe introduction of such technological applications may cause stress to\u003cbr\u003ethe sales force or disturb customer relationships. Against this backdrop, this\u003cbr\u003etextbook is concerned with how executives can effectively manage a complex\u003cbr\u003eand costly sales technology initiative in order to get the most out of it.\u003cbr\u003eIn particular, the textbook begins by providing the reader with a detailed\u003cbr\u003ediscussion on the various technologies that are being used by sales organizations.\u003cbr\u003eIt then provides an exhaustive review of the factors that might lead\u003cbr\u003eto effective sales technology implementation and presents a managerially\u003cbr\u003erelevant conceptual framework, which illuminates the mediating pathways\u003cbr\u003efrom using the system to salesperson productivity. Moreover, the textbook\u003cbr\u003eoffers a wide array of key performance indicators (KPIs) that can be readily\u003cbr\u003eemployed in order to monitor the progress and success of the implementation\u003cbr\u003eeffort. Next, it offers a comprehensive method that executives can use\u003cbr\u003eto calculate the return on sales technology investment (ROSTI) in order\u003cbr\u003eto substantiate the business case for the technology. Finally, the textbook\u003cbr\u003eprovides executives with a detailed three-stage process of sales technology\u003cbr\u003eimplementation and discusses what essential work should be conducted in\u003cbr\u003eeach stage.","brand":"Business Expert Press","offers":[{"title":"Default Title","offer_id":47147351638256,"sku":"2940012190116","price":19.95,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/2940012190116_p0.jpg?v=1763553304","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/2940012190116","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}