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- W1963671246 abstract "The average cost of a sales call has declined approximately 15% over the past decade, while average salesperson compensation has doubled. These statistics illustrate an important benefit of technology: salespeople are more productive. To better understand the impact technology has played on sales and sales management, this paper examines the impact of sales technology from four perspectives: the salesperson, the field sales manager, the sales executive, and the customer. Noting that the needs and evaluations of technology vary, depending upon the functional position and viewpoint, a research agenda is offered that reflects these various perspectives." @default.
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- W1963671246 date "2005-05-01" @default.
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- W1963671246 title "Sales technology within the salesperson's relationships: A research agenda" @default.
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- W1963671246 doi "https://doi.org/10.1016/j.indmarman.2004.09.011" @default.
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