Virtual Selling 在线电子书 pdf 下载 txt下载 epub 下载 mobi 下载 2024

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Thomas M. Siebel 作者

Free Press

译者

2002-01-15 出版日期

256 页数

USD 17.95 价格

Paperback

丛书系列

9780743236492 图书编码

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发表于2024-11-29

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Virtual Selling 在线电子书 epub 下载 mobi 下载 pdf 下载 txt 下载 2024

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From high-tech to low-tech industries, the days when a salesperson could carry the company catalogue around in his or her head have disappeared. For instance, salespeople for Hewlett-Packard represent 6000 products in thousands of permutations. According to the authors, more than 500 companies are rushing to market with information technology tools for the 9,000,000 salespeople alone in the US, and perhaps four times as many throughout the industrialized world. These new systems focus on the analysis of sales-related information, the authors argue, rather than on improving the effectiveness of the selling process. Instead, they demonstrate how Siebel Systems, spearheading the emerging generation of sales force automation applications, centres on enlarging the role of the sales rep to sales project co-ordinator. By linking all departments of the company to the customer and utilizing "market encyclopaedia systems" to access product information, the sales rep/co-ordinator creates customer-specific brochures and presentations - and even products - on demand.

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