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Virtual Selling

Going Beyond the Automated Sales Force to Achieve Total Sales Quality

About The Book

In Virtual Selling the authors will spearhead a new generation of SFA design to provide powerful tools which will enhance customer contact and heighten the effectiveness of the sales representative.

According to Thomas Siebel and Michael Malone, although more than 500 companies are rushing to market with information technology to aid millions of salespeople world wide, these systems are destined to fail. Why? Because, the authors argue, they focus only on improving efficiency, rather than on increasing the effectiveness of the selling process.

About The Authors

Michael Malone is an author and television writer.

Product Details

  • Publisher: Free Press (January 15, 2002)
  • Length: 256 pages
  • ISBN13: 9780743236492

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