Salesforce support systems: Potential applications to increase productivity
Abstract Microcomputer based sales support systems have been held out by meany as a solution to the increasingly high cost of the personal selling effort. Promises of increased productivity through both greater efficiency and effectiveness have been made by many vendors. The author proposes some gui...
Ausführliche Beschreibung
Gespeichert in:
| Autor*in: |
Collins, Robert H. [verfasserIn] |
|---|
| Format: |
Artikel |
|---|---|
| Sprache: |
Englisch |
| Erschienen: |
1987 |
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| Schlagwörter: |
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| Anmerkung: |
© Academy of Marketing Science 1987 |
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| Übergeordnetes Werk: |
Enthalten in: Journal of the Academy of Marketing Science - Springer-Verlag, 1973, 15(1987), 2 vom: Juni, Seite 49-54 |
|---|---|
| Übergeordnetes Werk: |
volume:15 ; year:1987 ; number:2 ; month:06 ; pages:49-54 |
| Links: |
|---|
| DOI / URN: |
10.1007/BF02723402 |
|---|
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OLC2060588820 |
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10.1007/BF02723402 doi (DE-627)OLC2060588820 (DE-He213)BF02723402-p DE-627 ger DE-627 rakwb eng 330 VZ 3,2 ssgn Collins, Robert H. verfasserin aut Salesforce support systems: Potential applications to increase productivity 1987 Text txt rdacontent ohne Hilfsmittel zu benutzen n rdamedia Band nc rdacarrier © Academy of Marketing Science 1987 Abstract Microcomputer based sales support systems have been held out by meany as a solution to the increasingly high cost of the personal selling effort. Promises of increased productivity through both greater efficiency and effectiveness have been made by many vendors. The author proposes some guidelines which provide sales managers with assistance in deciding when and where such systems can be used to increase the productivity of the salesforce. Knowledge Worker Sales Management Market Management Sales Force Sales Representative Enthalten in Journal of the Academy of Marketing Science Springer-Verlag, 1973 15(1987), 2 vom: Juni, Seite 49-54 (DE-627)182223736 (DE-600)1187865-4 (DE-576)040097765 0092-0703 nnns volume:15 year:1987 number:2 month:06 pages:49-54 https://doi.org/10.1007/BF02723402 lizenzpflichtig Volltext GBV_USEFLAG_A SYSFLAG_A GBV_OLC SSG-OLC-WIW GBV_ILN_26 GBV_ILN_32 GBV_ILN_70 GBV_ILN_110 GBV_ILN_4012 GBV_ILN_4029 GBV_ILN_4311 AR 15 1987 2 06 49-54 |
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10.1007/BF02723402 doi (DE-627)OLC2060588820 (DE-He213)BF02723402-p DE-627 ger DE-627 rakwb eng 330 VZ 3,2 ssgn Collins, Robert H. verfasserin aut Salesforce support systems: Potential applications to increase productivity 1987 Text txt rdacontent ohne Hilfsmittel zu benutzen n rdamedia Band nc rdacarrier © Academy of Marketing Science 1987 Abstract Microcomputer based sales support systems have been held out by meany as a solution to the increasingly high cost of the personal selling effort. Promises of increased productivity through both greater efficiency and effectiveness have been made by many vendors. The author proposes some guidelines which provide sales managers with assistance in deciding when and where such systems can be used to increase the productivity of the salesforce. Knowledge Worker Sales Management Market Management Sales Force Sales Representative Enthalten in Journal of the Academy of Marketing Science Springer-Verlag, 1973 15(1987), 2 vom: Juni, Seite 49-54 (DE-627)182223736 (DE-600)1187865-4 (DE-576)040097765 0092-0703 nnns volume:15 year:1987 number:2 month:06 pages:49-54 https://doi.org/10.1007/BF02723402 lizenzpflichtig Volltext GBV_USEFLAG_A SYSFLAG_A GBV_OLC SSG-OLC-WIW GBV_ILN_26 GBV_ILN_32 GBV_ILN_70 GBV_ILN_110 GBV_ILN_4012 GBV_ILN_4029 GBV_ILN_4311 AR 15 1987 2 06 49-54 |
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Abstract Microcomputer based sales support systems have been held out by meany as a solution to the increasingly high cost of the personal selling effort. Promises of increased productivity through both greater efficiency and effectiveness have been made by many vendors. The author proposes some guidelines which provide sales managers with assistance in deciding when and where such systems can be used to increase the productivity of the salesforce. © Academy of Marketing Science 1987 |
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Abstract Microcomputer based sales support systems have been held out by meany as a solution to the increasingly high cost of the personal selling effort. Promises of increased productivity through both greater efficiency and effectiveness have been made by many vendors. The author proposes some guidelines which provide sales managers with assistance in deciding when and where such systems can be used to increase the productivity of the salesforce. © Academy of Marketing Science 1987 |
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Abstract Microcomputer based sales support systems have been held out by meany as a solution to the increasingly high cost of the personal selling effort. Promises of increased productivity through both greater efficiency and effectiveness have been made by many vendors. The author proposes some guidelines which provide sales managers with assistance in deciding when and where such systems can be used to increase the productivity of the salesforce. © Academy of Marketing Science 1987 |
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<?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>01000caa a22002652 4500</leader><controlfield tag="001">OLC2060588820</controlfield><controlfield tag="003">DE-627</controlfield><controlfield tag="005">20230304082708.0</controlfield><controlfield tag="007">tu</controlfield><controlfield tag="008">200820s1987 xx ||||| 00| ||eng c</controlfield><datafield tag="024" ind1="7" ind2=" "><subfield code="a">10.1007/BF02723402</subfield><subfield code="2">doi</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-627)OLC2060588820</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-He213)BF02723402-p</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-627</subfield><subfield code="b">ger</subfield><subfield code="c">DE-627</subfield><subfield code="e">rakwb</subfield></datafield><datafield tag="041" ind1=" " ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="082" ind1="0" ind2="4"><subfield code="a">330</subfield><subfield code="q">VZ</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">3,2</subfield><subfield code="2">ssgn</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Collins, Robert H.</subfield><subfield code="e">verfasserin</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Salesforce support systems: Potential applications to increase productivity</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="c">1987</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="a">Text</subfield><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="a">ohne Hilfsmittel zu benutzen</subfield><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="a">Band</subfield><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="500" ind1=" " ind2=" "><subfield code="a">© Academy of Marketing Science 1987</subfield></datafield><datafield tag="520" ind1=" " ind2=" "><subfield code="a">Abstract Microcomputer based sales support systems have been held out by meany as a solution to the increasingly high cost of the personal selling effort. Promises of increased productivity through both greater efficiency and effectiveness have been made by many vendors. The author proposes some guidelines which provide sales managers with assistance in deciding when and where such systems can be used to increase the productivity of the salesforce.</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Knowledge Worker</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Sales Management</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Market Management</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Sales Force</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Sales Representative</subfield></datafield><datafield tag="773" ind1="0" ind2="8"><subfield code="i">Enthalten in</subfield><subfield code="t">Journal of the Academy of Marketing Science</subfield><subfield code="d">Springer-Verlag, 1973</subfield><subfield code="g">15(1987), 2 vom: Juni, Seite 49-54</subfield><subfield code="w">(DE-627)182223736</subfield><subfield code="w">(DE-600)1187865-4</subfield><subfield code="w">(DE-576)040097765</subfield><subfield code="x">0092-0703</subfield><subfield code="7">nnns</subfield></datafield><datafield tag="773" ind1="1" ind2="8"><subfield code="g">volume:15</subfield><subfield code="g">year:1987</subfield><subfield code="g">number:2</subfield><subfield code="g">month:06</subfield><subfield code="g">pages:49-54</subfield></datafield><datafield tag="856" ind1="4" ind2="1"><subfield code="u">https://doi.org/10.1007/BF02723402</subfield><subfield code="z">lizenzpflichtig</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_USEFLAG_A</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">SYSFLAG_A</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_OLC</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">SSG-OLC-WIW</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_ILN_26</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_ILN_32</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_ILN_70</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_ILN_110</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_ILN_4012</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_ILN_4029</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_ILN_4311</subfield></datafield><datafield tag="951" ind1=" " ind2=" "><subfield code="a">AR</subfield></datafield><datafield tag="952" ind1=" " ind2=" "><subfield code="d">15</subfield><subfield code="j">1987</subfield><subfield code="e">2</subfield><subfield code="c">06</subfield><subfield code="h">49-54</subfield></datafield></record></collection>
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