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TO WHAT EXTENT CRM IMPACTS ON THE SALES ORGANISATION IN B2B MARKETS. A CONVERGENT INTERVIEWING TECHNIQUE

Автор:   Cedric B.
мягкая обложка
88 страниц
2009 год
Издательство:   Книга по Требованию
Цена:
1994 руб
отсутсвует
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Описание:To a lesser extent, it aimed at highlighting its differences in practice between Martinique and the major economies where most of the past studies were conducted. This has been paralleled with irrevocable metamorphosis in the selling function. In Martinique, like everywhere else, firms are increasingly adopting Customer Relationship Management strategies and technologies, realising their benefits throughout the organisation. The convergent interviewing technique appeared to be the most appropriate technique to build theory in such an under-explored area. This research provided evidence that CRM impacts on internal communications, relationship performance, sales structure, salesperson’s attitude, role of sales management, and business performance. The main purpose of this research was to provide empirical data for understanding the impact of CRM on the sales organisation, particularly on a strategic level. Nevertheless, it appeared that both academic and literature have had limited consideration about the strategic issues concerning the impact of CRM strategies and technology on selling. It concludes with a series of managerial implications and recommendations for future research.


Orthomol Immun Junior Сила иммунитета на страже Вашего ребенка Orthomol Immun Junior Сила иммунитета на страже Вашего ребенка

2990 руб
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Make Winning a Habit

True coaching is discussing blind spots, strategy, and actions to support both accounts and opportunities. A good coach can help a salesperson challenge what he or she doesnБЂ™t know or is assuming and then build actions to fill the gaps. A key value that coaches bring to sales reps is to anticipate competitive responses and prepare counterstrategies. Better information leads to a better strategy. Pipeline versus Forecast Unfortunately, a large number of deals that are on the forecast have already spun out of control owing to one event or another. Consequently, every pipeline also should include БЂњsuspectsБЂ« so that sales managers can start asking pointed questions and coaching salespeople how to get in control of these deals early in the cycle. This is the difference between a forecast and a pipeline. And this is also where a good CRM system allows sales managers to track lead quality and responsiveness. Forecast or БЂњPastcastБЂ«БЂ”Driving in the Rearview Mirror Many sales managers donБЂ™t review or coach forecast and pipeline opportunities early enough to make a difference because of the current quarterly focus ...»

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