Old-style sales reps fade from the screen
Article Abstract:
The Internet and electronic commerce have changed the way companies approach the marketing and selling of their products and services. Products and services must be placed into two categories: commodity sales and consultative or "relationship" selling. Because of the Internet, customers already have more product knowledge than was once given to them by traditional sales representatives. Sales teams that point out product differences are no longer necessary. The most successful companies are those that offer ease of purchase and use technologies to bond with the customer.
Publication Name: Business Review Weekly
Subject: Business, general
ISSN: 0727-758X
Year: 1999
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Moving online means rethinking your equity options
Article Abstract:
Australian companies will face significant challenges as they seek to move their services and processes onto the internet. The importance of attempting to share risks with suppliers and alliance partners is highlighted.
Publication Name: Business Review Weekly
Subject: Business, general
ISSN: 0727-758X
Year: 1999
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Instant gratification can just be trouble in a hurry: successful online retailers are those that can respond quickest to their customers' every need
Article Abstract:
Success in electronic retailing is strongly determined by the speed of response to customers' requirements. Online retailers must offer innovation, but must also give customers a sense of security.
Publication Name: Business Review Weekly
Subject: Business, general
ISSN: 0727-758X
Year: 1999
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