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Synopsis
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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Review
Charles R. Schwab Chairman and CEO, The Charles Schwab Corporation "Virtual Selling" is loaded with practical ideas for improving and expanding our relationships with existing and future customers.
George T. Shaheen Managing Partner, Andersen Consulting Total Sales Quality will revolutionize the sales process, the same way that Total Quality Management (TQM) revolutionized business management. It's about time that TQM is applied to sales, the last unautomated corner of the corporate world.
A. Michael Spence Dean, Stanford Graduate School of Business A very useful and insightful book. It sets forth clearly and persuasively the substantial returns to be gained from the right kind of investment in sales information systems.
Debbie Miller Vice-President, Systems Business Unit, Americas, Digital Equipment Corporation A must read for every sales person, sales manager and corporate executive who plans on using computers to make customers more satisfied and close more business.
About the Author
Thomas Siebel is chairman and CEO of Siebel Systems.
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- PublisherSimon & Schuster Ltd
- Publication date1996
- ISBN 10 0684822873
- ISBN 13 9780684822877
- BindingHardcover
- Number of pages400
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Virtual Selling : Going Beyond the Automated Sales Force to Achieve Total Sales Quality
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New York, NY, U.S.A.: Free Press, The, 1996, 1996
ISBN 10: 0684822873
ISBN 13: 9780684822877
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