Virtual Selling: Going Beyond the Automated Sales Force to Achieve Total Sales Quality
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Book Overview
In Virtual Selling the authors will spearhead a new generation of SFA design to provide powerful tools which will enhance customer contact and heighten the effectiveness of the sales representative. According to Thomas Siebel and Michael Malone, although more than 500 companies are rushing to market with information technology to aid millions of salespeople world wide, these systems are destined to fail. Why? Because, the authors argue, they focus only on improving efficiency, rather than on increasing the effectiveness of the selling process.
Format:Paperback
Language:English
ISBN:0743236491
ISBN13:9780743236492
Release Date:January 2002
Publisher:Free Press
Length:256 Pages
Weight:0.97 lbs.
Dimensions:0.6" x 6.1" x 9.2"
Customer Reviews
2 ratings
This is a great little book
Published by Thriftbooks.com User , 19 years ago
Tom Siebel's focus of course is on the SFA side of sales, however this book is filled with great humor and great advice. I would recommend it to any sales person trying to improve their consultative selling approach. Siebel is of course a master salesman.
Ultimately it takes salespeople to drive business
Published by Thriftbooks.com User , 21 years ago
Thomas Siebel has a great vision for what many corporate bureaucracies cloud over with endless data analysis...it takes real salespeople, on the street, selling the business to succeed. IT systems are meant to help in a number of different ways but ultimately they must exist to move sales forward and not drag them down. Siebel explains how companies can benefit from the data collection and analysis while empowering the salesforce to sell.
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