Description
This book is concerned with how executives can effectively manage a complex and costly sales technology initiative in order to get the most out of it. In particular, it begins by providing the reader with a detailed discussion on the various technologies that are being used by sales organizations. It then examines the factors that can lead to effective sales technology implementation and the pathways from using the system to salesperson performance. Next, it offers several methods that executives can use to calculate the performance impacts of such investments. Finally, it provides executives with a set of managerially-relevant guidelines on how sales technology implementations should be managed. Dr. Nikolaos G. Panagopoulos is currently a Lecturer of Marketing at the Department of Marketing & Communication, Athens University of Economics & Business. His research, teaching and consulting interests revolve around personal selling & sales management, customer relationship management (CRM), marketing strategy, and advanced analytical techniques.
