Sales Force Automation Using Web Technologies - Softcover

Khandpur, Navtej; Wevers, Jasmine

Softcover

ISBN 10: 0471191140 ISBN 13: 9780471191148

Publisher: John Wiley & Sons Inc, 1997

Synopsis

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
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About this title

From the Publisher

A how-to guide for automating your sales force. This book shows IT managers, LAN administrators and Webmasters how to implement automation into an organization, providing strategies for implementation using the Web, Lotus Notes, and intranets. It gives readers the core information necessary to implement sales force automation across an organization, showing how to create templates for forecasting, lead generation, sales kits, order processing, and links to other departments. CD-ROM contains HTML templates, sample checklists, and sales force automation applications.

About the Author

NAVTEJ (KAY) KHANDPUR is a customer relationship management consultant with Promentis Solutions. He has worked with many leading high-technology companies, including Cisco Systems, Tandem Computers, Sybase, and MetaCreations. JASMINE WEVERS is President and cofounder of MJM Technologies, Inc., a consulting firm that implements HelpDesk and Customer Service Management Systems. MJM clients include Microsoft, MCI, Hewlett-Packard, Amoco, and Georgia-Pacific.

Edition details

• Publisher: John Wiley & Sons Inc
• Publication date: 1997
• ISBN 10: 0471191140
• ISBN 13: 9780471191148
• Binding: Paperback
• Language: English
• Number of pages: 424