The use of an "Expert" to train salespeople

Article Abstract:

As we approach the 1990s, one item looms clear on the horizon: the growing use of computers in sales. Sales management has generally ignored the computer's potential despite its relatively widespread acceptance in other functional areas such as accounting. Even after laptop computers appeared, usage in sales continued to be limited to reporting and ordering functions. Nevertheless, computer usage is now exploding and the only question remaining unanswered is the nature and magnitude of future computer applications. This paper examines alternative uses for computers in sales and sales management and suggests the significant growth will be in expert systems. Important applications are non-reporting areas such as field training during sales presentations. (Reprinted by permission of the publisher.)

Computers, Digital computers, Expert systems

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Sales force automation: here and now

Article Abstract:

Automating the sales effort is a significant task, but holds tremendous potential to affect a company's bottom line through increasing salesperson efficiency and consequently increasing gross revenues. While field sales automation is expected to grow rapidly in the next several years, automating the sales effort requires more than just providing portable computers and related software for salespeople to use. It requires a network of productivity tools to speed up a salesperson's administrative tasks, while simultaneously increasing productivity and face-to face selling time. (Reprinted by permission of the publisher.)

Automation

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Maybe it's time to take another look at tests as a sales selection tool?

Article Abstract:

This article reviews the history of the rise and fall of the use of psychological testing in the selection of sales representatives. While most large companies used tests in the '60s, legal requirements of affirmative action lead many companies to abandon the tool. Research is cited which supports a conclusion that tests, properly used, may be the most valid of the hiring tools. The article concludes with a review of how tests should fit into a total assessment program for sales. (Reprinted by permission of the publisher.)

Management, Human resource management, Employee recruitment, Psychological tests

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