{"product_id":"2940012211279","title":"Effective Sales Force Automation and Customer Relationship Management","description":"As we move deeper into the 21st century, firms continue to struggle with\u003cbr\u003ethe implementation of sales force technology tools and the role they play\u003cbr\u003ein sales representative performance. Foreseeing a changing environment,\u003cbr\u003emany sales organizations have begun to focus on technology-related strategies,\u003cbr\u003ebusiness processes, and applications to adapt to these emerging issues.\u003cbr\u003eWith this in mind, sales force technology usage has changed the\u003cbr\u003emethods of selling. Salespeople are no longer selling just a “product”;\u003cbr\u003einstead, they are providing a valuable “solution” to customer problems.\u003cbr\u003eSalespeople now act as consultants or experts and provide customized\u003cbr\u003esolutions. This role requires salespeople to develop a technological orientation\u003cbr\u003eto access, analyze, and communicate information in order to\u003cbr\u003eestablish a strong relationship with customers. Sales technology enables\u003cbr\u003esalespeople to answer the queries of customers and effectively provide\u003cbr\u003ecompetent solutions. The ability to answer queries and provide solutions\u003cbr\u003eleads to strong relationships between a salesperson and a customer. Thus,\u003cbr\u003etechnology tools are not only used for smoothing the work process, but\u003cbr\u003ethey also have strategic utilizations.\u003cbr\u003eWith the adoption of technological tools at exponential rates, many\u003cbr\u003efirms fell into pitfalls and witnessed failure of their technology initiatives.\u003cbr\u003eThe purpose of this book is to outline the important steps that must be\u003cbr\u003econsidered and adhered to when implementing sales force technology.\u003cbr\u003ePerhaps the most important aspect covered within this book is that technology\u003cbr\u003eusage is both a strategy and a tool; therefore, we outline both strategic\u003cbr\u003econsiderations as well as implementation procedures throughout\u003cbr\u003eeach chapter. It is important to consider all the steps and the necessary\u003cbr\u003eactions that will need to take place before the first penny is spent; then,\u003cbr\u003eand only then, will the technology have its intended effect.","brand":"Business Expert Press","offers":[{"title":"Default Title","offer_id":47078663684336,"sku":"2940012211279","price":19.95,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/2940012211279_p0.jpg?v=1763553607","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/2940012211279","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}