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High-Impact Sales Force Automation: A Strategic Perspective 1st Edition

by Glen Petersen (Author)

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What exactly is sales force automation? The idea is simple - using technology to maximize sale productivity, minimize cost and enhance customer service. This "ultimate competitive weapon" can streamline the sales process, target the right customers and dramatically eliminate downtime and waste. High-Impact Sales Force Automation is a hands-on guide to implementing the latest computer technology in sales and marketing departments. The author's unique background in both business and science provides a practical, yet in-depth perspective on sales force automation. And all with a sharp focus on the backbone of any business: the customer. This book is an excellent reference for corporate managers, sales professionals, organizational planners, marketing consultants and anyone interested in improving sales, customer service and quality control. Real-life business models and concrete examples make applying these concepts to any organization as simple as clicking on a mouse.

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About the Author

Glen S. Petersen is the President and founder of Strategic Sales Performance, Inc., a sales force automation consulting firm that focuses on conducting needs assessments for Fortune 1000 companies. Prior to his involvement with sales force automation, Mr. Petersen did strategic planning for companies in diverse industries such as electronics, pharmaceuticals, and the food industry.

Product details

Publisher ‏ : ‎ CRC Press; 1st edition (April 3, 1997)
Language ‏ : ‎ English
Hardcover ‏ : ‎ 296 pages
ISBN-10 ‏ : ‎ 1574440934
ISBN-13 ‏ : ‎ 978-1574440935
Item Weight ‏ : ‎ 1.2 pounds
Dimensions ‏ : ‎ 6.08 x 0.85 x 9.56 inches

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Leopoldo Gomez

This a must read

Reviewed in the United States on October 20, 2001

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Glen Petersen did a great job.This book covers all the aspects of SFA in a technical but readable way. Must be a required reading for consultants and users alike. I will put it in my top three list about the subject.

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