Sales Force Automation Using Web Technologies

By Kay Khanpur, Jasmine Wevers, Navtej (Kay) Khandpur

A complete guide to planning, implementing, and managing Web-based sales force automation systems Companies all over the world have discovered that the use of Web-based technologies can dramatically contribute to the effectiveness and efficiency of their sales force, and at the same time increase customer satisfaction. Yet, until now, there has not been one comprehensive guide for sales managers, Webmasters, and IT managers to get the sales process and technical know-how they need to successfully integrate automation technologies into their organizations' business processes. In this book, authors Kay Khandpur and Jasmine Wevers take you step-by-step through such key functions of the sales process as lead generation and qualification, sales calls, and customer relationship management, and demonstrate how each function can be automated using Web technologies. They present a comprehensive framework for planning and implementing SFA projects, and they review in depth some commercially available tools and technologies used in SFA, including a marketing encyclopedia system, a sales configuration system, a sales reporting system, and an entire sales force automation solution. The CD-ROM includes: * HTML templates for key sales activities such as lead generation, lead qualification, sales configuration, and more * A template for a Request for Proposal for sales force automation tools * SFA product information and demonstration software from leading vendors Visit our Web site at www.wiley.com/compbooks/

• Format: Paperback
• Language: English
• ISBN: 0471191140
• ISBN13: 9780471191148
• Release Date: November 1997
• Publisher: Wiley
• Length: 448 Pages
• Weight: 1.80 lbs.
• Dimensions: 9.2" x 1.0" x 7.6"

Customer Reviews

A must read for anyone starting an SFA project

This book is probably the most complete "how to" book on SFA. The method and tips present allow the reader to truly understand the complexity of these kind of project.Even though the processes presented is focused for "high tech B to B companies", the reader of another industry will take that as an illustration of the power of SFA.90 pages of the book focus on products : some do not exist and most versions have been updated. If you are an SFA specialist, skip this section, otherwise, take it as an introduction to tools and modules functionalities