Automating the process only makes things easier in the long run

Article Abstract:

Sales force automation is a process that requires work and effort to make the tools linked with the process effectively function. It is not merely a piece of software that sales people are expected to be able to quickly learn to use. Sales force automation requires the people who enforce it to know what they are doing and what they want to get done. These people need to be patient, to spend time, to be determined and to be committed to changing how the company does business.

Sales Management, Editorial

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Study sales force automation; it holds a new frontier of possibilities when linked with database marketing

Article Abstract:

The emergence of database marketing as a leading marketing technique in the 1990s has generated interest in a related concept known as sales force automation. The latter can be very useful in making database marketing more effective and delineate more clearly the relationship between the business and customers. It involves as simple a technique as equipping salespeople with laptop computers and the basics of using computer technology to help achieve ends more effectively.

Training, Sales personnel, Salespeople, Database marketing

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Study sales process before automating

Article Abstract:

Companies should carefully review their sales procedures before considering to automate their sales operations. The main objectives in choosing to automate sales operations are to reduce cycle times and improve sales forecasts. However, automated sales systems will not necessarily make such objectives achievable, but going through the sales operations review process will help identify problems and areas of deficiency.

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