Customer Relationship Management: How To Build A High-Performance Sales Force
- Topics:
- Account Management
- Tags:
- Advertising & Promotion,
- Sales Strategy,
- Sales Force Management,
- Sales,
- Marketing,
- High-performance,
- Enterprise Software,
- Customer Relationship Management (CRM),
- CRM,
- Software
- Source:
- Accenture
FREE Registration is required
Overview: From the executive summary: ‘Today’s typical sales organizations operate in a much different world than they did only a few years ago. In a battered economy, many have been hobbled by staff reductions and cutbacks in marketing budgets. Their customers are trying to save money by hunting for bargains or deferring purchases altogether. Meanwhile, increased competition has turned product innovations into price-shopped commodities. But, the economy is only part of the problem. Surprisingly few organizations appear to be tackling the real culprits behind lackluster sales performance, misdirected resources, the rising cost of sales, and the poor return on technology investments made during more prosperous periods.’ In such scenario, Customer Relationship Management (CRM) plays an important role in streamlining sales process by establishing effective relationships with customers. The paper explores the role of CRM in building a high-performance sales force.
(Is this item miscategorized? Does it need more tags? Let us know.)
Format: HTML | Date: May 2003 | Pages: 1
