Virtual Selling Going Beyond the Automated Sales Force to Achieve Total Sales Quality

Sets forth the substantial returns to be gained from the right kind of investment in sales information systems. Demonstrates 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 & analysis. Shows how this new vision, called Virtual Selling, will spearhead a new generation of SFA design to provide powerful tools -- from opportunity mgmt. systems & marketing ency. to product configurations & team selling across multiple distribution channels -- which will enhance customer contact & heighten the effectiveness of the sales rep. The potential benefits of SFA to bus. includes cutting costs to boosting productivity & revenue.Siebel, Thomas is the author of 'Virtual Selling Going Beyond the Automated Sales Force to Achieve Total Sales Quality', published 1996 under ISBN 9780756776268 and ISBN 0756776260.