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- W1381855 abstract "The use of the Internet as a method of selling is increasing every day. Business-to-business vendors have discovered that Web based selling, sales force automation tools and a customer relationship management organizational model can be used to increase the effectiveness of the sales force. The use of these tools today pales in comparison to the proposed uses of the model in the future. Deciding what is reality and what can be accomplished in a virtual environment will be crucial to the survival and success of sales organizations in the future. What are the sales leaders planning for the future, and how do they intend to make use of these tools? What are the implications for their organizations and for their members? This study takes a close look at information technology sales organizations and examines how these virtual selling ideas are presently used and what plans exist for the future. The conclusions are a prediction of how sales activities will be conducted in the virtual organization world of tomorrow. Knowing the effects on the organizational models and people will allow leaders to plan and recruit accurately." @default.
- W1381855 created "2016-06-24" @default.
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- W1381855 date "2003-01-01" @default.
- W1381855 modified "2023-09-24" @default.
- W1381855 title "Virtual selling: where are we? where are we going?" @default.
- W1381855 hasPublicationYear "2003" @default.
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