Virtual Selling: Going Beyond the Automated Sales Force to Achieve Total Sales Quality

by Thomas M. Siebel

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.

256 pages, Paperback

First published February 27, 1996

Reviews

[Lori Grant · Rating 3 out of 5]

An optional-read book on sales and selling techniques for knowledge workers, managers, executives, and entrepreneurs.