Sales automation: concepts, justification, planning, and implementation

Computers have infiltrated and streamlined just about every business function - except Yet the potential of new technologies and software to stimulate sales from existing customers and future prospects has never been greater. Automation provides managers with a rationale and a platform to bring automation into their organizations. Readers will learn how to: differentiate between the many systems and applications available; keep track of customers throughout the entire buying cycle and enhance customer relationships; use telecommunications and database management techniques; budget, plan and administer a low-risk programme; and introduce automation and train personnel to feel comfortable using it. Sales information is a powerful marketing asset. And yet, as the authors say, There remains a very large, basically untapped, almost unexplored frontier for computing in the realm of sales. Using computer power to its greatest competitive advantage is what Automation is all about.