Sales Director at Xerox (Hong Kong) has a vision to transform sales management processes that require radical changes in the organization and the information technology infrastructure. The design includes a corporate database to be available for sale through remote access via the Intranet / Internet. From this database can manage their sales territory, using a laptop while traveling, working at customer sites, sitting in meetings, or talking on the phone. At the time of the sale, they could check the inventory, price quotes, notify the delivery or service schedule, and make payment arrangements. Successful implementation of the plan requires a Sales Manager to overcome financial difficulties, habits, traditional cultural values, inadequate information technology infrastructure, and the effects of changes in sales organization. "Hide
by Michael Zhao Source: Richard Ivey School of Business Foundation 25 pages. Publication Date: April 6, 1999. Prod. #: 99E015-PDF-ENG
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