Virtual Selling: Going Beyond the Automated Sales Force to Achieve Total Sales Quality (Record no. 55708)

MARC details
000 -LEADER
fixed length control field 01885nam a2200229 a 4500
001 - CONTROL NUMBER
control field 55708
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20260219123803.0
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9780684822877
040 ## - CATALOGING SOURCE
Original cataloging agency AIS
Modifying agency AIS
082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.8'1
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name Thomas M. Siebel
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name Michael Malone
245 ## - TITLE STATEMENT
Title Virtual Selling: Going Beyond the Automated Sales Force to Achieve Total Sales Quality
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Place of publication, distribution, etc. New York
Name of publisher, distributor, etc. Free Press
Date of publication, distribution, etc. 1996
300 ## - PHYSICAL DESCRIPTION
Extent 248 p. ; ; 24 cm.
500 ## - GENERAL NOTE
General note Age Group: Adult
500 ## - GENERAL NOTE
General note Includes bibliographical references (p. 238-242) and index.
520 ## - SUMMARY, ETC.
Summary, etc. The days when a salesperson could carry the company catalog around in his or her head have disappeared. From high-tech to low-tech industries, today's salesperson often represents thousands of products available in countless permutations. According to Thomas Siebel and Michael Malone, although more than 500 companies are rushing to market with information technology to aid millions of salespeople worldwide, these systems are destined to fail. Why? Because, the authors argue, they focus only on improving efficiency, rather than on increasing the effectiveness of the selling process. Instead, Siebel and Malone demonstrate the need to incorporate Sales Force Automation (SFA) within an overall philosophy that supports the sales force by fully informing sales reps to assist them in real selling, not just data recording and analysis. The authors show how this new vision, called Virtual Selling, will spearhead a new generation of SFA design to provide powerful tools - from opportunity management systems and marketing encyclopedias to product configurations and team selling across multiple distribution channels - which will enhance customer contact and heighten the effectiveness of the sales representative.
655 ## - INDEX TERM--GENRE/FORM
Genre/form data or focus term Sales management
655 ## - INDEX TERM--GENRE/FORM
Genre/form data or focus term Selling
655 ## - INDEX TERM--GENRE/FORM
Genre/form data or focus term Information storage and retrieval systems
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Collection Home library Current library Shelving location Date acquired Total checkouts Full call number Barcode Date last seen Copy number Price effective from Koha item type
    Dewey Decimal Classification       MDIS Tashkent Learning Resource Center MDIS Tashkent Learning Resource Center   25.12.2009   658.8'1 TKB001797 19.02.2026 1 19.02.2026 Books