000			01885nam a2200229 a 4500
001			55708
005			20260219123803.0
020			_a9780684822877
040			_aAIS _dAIS
100			_aThomas M. Siebel
100			_aMichael Malone
245			_aVirtual Selling: Going Beyond the Automated Sales Force to Achieve Total Sales Quality
082			_a658.8'1
260			_aNew York _bFree Press _c1996
300			_a248 p. ; ; 24 cm.
500			_aAge Group: Adult
500			_a Includes bibliographical references (p. 238-242) and index.
520			_aThe 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			_aSales management
655			_aSelling
655			_aInformation storage and retrieval systems
999			_c55708 _d55708