| Description |
xx, 424 pages : illustrations ; 24 cm + 1 computer disk (3 1/2 in.) |
|
4 3/4 in |
| Contents |
1. Sales Force Automation -- 2. Overview of Sales Force Automation Technologies -- 3. Sales Models, Functions, and Tools -- 4. Capturing the Lead -- 5. Managing the Sales Cycle -- 6. Closing the Sale -- 7. Managing the Customer Relationship -- 8. Transforming Sales Data into Knowledge -- 9. Planning for Sales Force Automation -- 10. Selecting Sales Force Automation Tools -- 11. Content Management for a Web-Based Marketing Encyclopedia - Interwoven TeamSite -- 12. Better Effectiveness through Better Information - FirstFloor Smart Delivery -- 13. Requirements-Based Sales Configuration - Calico Technology -- 14. Internet Reporting - Actuate Software -- 15. Java-Enabled Sales Force Automation on the Web - Scopus Technology -- 16. Phased, Rapid, and Flexible Deployment - Borealis -- 17. Customer Management via the Web - ONYX Software -- 18. Delivering Web-Centric Solutions - NetDynamics -- 19. Supporting the Extended Sales Enterprise - NetGain |
|
20. A 100 Percent Web-Based Sales Automation Solution - UpShot Corporation |
| Summary |
"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."--BOOK JACKET. "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."--BOOK JACKET |
| Notes |
"Wiley Computer Publishing." |
|
Includes index |
|
System requirements: IBM compatible PC with 486 processor or better; Windows 3.1, Windows 95 or Windows NT; Web browser; CD-ROM drive |
| Subject |
Sales management -- Data processing.
|
|
Selling -- Data processing.
|
|
Marketing -- Data processing.
|
| Author |
Wevers, Jasmine, 1962-
|
| LC no. |
97026315 |
| ISBN |
0471191140 pbk./CD-ROM alkaline paper |
|
