Sales Force Automation Using Web Technologies
John Wiley & Sons Inc
978-0-471-19114-8 (ISBN)
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A complete guide to planning, implementing, and managing Web-based sales force automation systems Companies all over the world have discovered that the use of Web-based technologies can dramatically contribute to the effectiveness and efficiency of their sales force, and at the same time increase customer satisfaction. Yet, until now, there has not been one comprehensive guide for sales managers, Webmasters, and IT managers to get the sales process and technical know-how they need to successfully integrate automation technologies into their organizations' business processes. In this book, authors Kay Khandpur and Jasmine Wevers take you step-by-step through such key functions of the sales process as lead generation and qualification, sales calls, and customer relationship management, and demonstrate how each function can be automated using Web technologies. They present a comprehensive framework for planning and implementing SFA projects, and they review in depth some commercially available tools and technologies used in SFA, including a marketing encyclopedia system, a sales configuration system, a sales reporting system, and an entire sales force automation solution.
The CD-ROM includes: HTML templates for key sales activities such as lead generation, lead qualification, sales configuration, and more A template for a Request for Proposal for sales force automation tools SFA product information and demonstration software from leading vendors Visit our Web site at www wiley.com/compbooks/
NAVTEJ (KAY) KHANDPUR is a customer relationship management consultant with Promentis Solutions. He has worked with many leading high-technology companies, including Cisco Systems, Tandem Computers, Sybase, and MetaCreations. JASMINE WEVERS is President and cofounder of MJM Technologies, Inc., a consulting firm that implements HelpDesk and Customer Service Management Systems. MJM clients include Microsoft, MCI, Hewlett-Packard, Amoco, and Georgia-Pacific.
Partial table of contents: SETTING THE STAGE. Sales Force Automation. Sales Models, Functions and Tools. SALES PROCESSES AND MODELS. Capturing the Lead. Managing the Sales Cycle. Closing the Sale. PLANNING AND IMPLEMENTATION. Planning for Sales Force Automation. Selecting Sales Force Automation Tools. SURVEY OF SALES FORCE AUTOMATION TECHNOLOGIES. Better Effectiveness Through Better Information--FirstFloor Smart Delivery. Internet Reporting--Actuate Software. Phased, Rapid, and Flexible Deployment-- Borealis. Delivering Web-Centric Solutions--NetDynamics. Supporting the Extended Sales Enterprise--NetGain. Appendices. Glossary. Index.
| Erscheint lt. Verlag | 12.11.1997 |
|---|---|
| Zusatzinfo | Illustrations |
| Verlagsort | New York |
| Sprache | englisch |
| Maße | 152 x 229 mm |
| Gewicht | 794 g |
| Einbandart | Paperback |
| Themenwelt | Mathematik / Informatik ► Informatik ► Netzwerke |
| Informatik ► Office Programme ► Outlook | |
| Mathematik / Informatik ► Informatik ► Web / Internet | |
| Mathematik / Informatik ► Mathematik ► Finanz- / Wirtschaftsmathematik | |
| Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb | |
| Wirtschaft ► Betriebswirtschaft / Management ► Unternehmensführung / Management | |
| ISBN-10 | 0-471-19114-0 / 0471191140 |
| ISBN-13 | 978-0-471-19114-8 / 9780471191148 |
| Zustand | Neuware |
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