Sales technology within the salesperson's relationships: A research agenda |
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Authors: | John F Tanner Jr [Author Vitae] |
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Institution: | a Department of Marketing, Baylor University, One Bear Place #98007, Waco, TX, United States b Department of Marketing, Neely School of Business, Texas Christian University, Fort Worth, TX 76129, United States |
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Abstract: | The average cost of a sales call has declined approximately 15% over the past decade, while average salesperson compensation has doubled. These statistics illustrate an important benefit of technology: salespeople are more productive. To better understand the impact technology has played on sales and sales management, this paper examines the impact of sales technology from four perspectives: the salesperson, the field sales manager, the sales executive, and the customer. Noting that the needs and evaluations of technology vary, depending upon the functional position and viewpoint, a research agenda is offered that reflects these various perspectives. |
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Keywords: | Sales technology Customer managed relationships Technology conflict |
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