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Thomas M. Siebel // Virtual...
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Virtual Selling
Going Beyond the Automated Sales Force to Achieve Total Sales Quality
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.
