Social media and related technology: Drivers of change in managing the contemporary sales force Harvard Case Solution & Analysis

The selling environment has experienced massive transformation over the past 2 decades. Possibly the most important change has centered on changes and progress in technology. The newest remarkable change has been the rapidly increasing usage of social media and other related technologies in the business to business world.

Although there's been some recent emphasis on how marketing might implement social networking in their strategies and by what method the unique salesperson might implement social networking into their day-to-day selling routine, no substantive discussion on how social media is changing the role of the sales manager has appeared in the literature. This article systematically examines how social media is affecting the sales management function and, actually, may be dramatically revolutionizing the position. We present eight lessons that each sales manager needs to adopt to assist the sales and promotion organization better understand the changing sales world.

Social media and related technology Drivers of change in managing the contemporary sales force case study solution

PUBLICATION DATE: January 15, 2015 PRODUCT #: BH647-HCB-ENG

This is just an excerpt. This case is about SALES & MARKETING

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