High-impact sales force automation a strategic perspective
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.
| Otros Autores: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Boca Raton, FL :
CRC Press Taylor & Francis Group
[2019]
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| Edición: | 1st |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009869126106719 |
Tabla de Contenidos:
- 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
- Pre-Sale
- Sell
- Post-Sale
- Relationship Building
- Review
- 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
- Overview
- 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.
