Jump to ContentJump to Main Navigation
Achieving a Strategic Sales FocusContemporary Issues and Future Challenges$
Users without a subscription are not able to see the full content.

Kenneth Le Meunier-FitzHugh and Tony Douglas

Print publication date: 2016

Print ISBN-13: 9780198706632

Published to Oxford Scholarship Online: August 2016

DOI: 10.1093/acprof:oso/9780198706632.001.0001

Show Summary Details
Page of

PRINTED FROM OXFORD SCHOLARSHIP ONLINE (www.oxfordscholarship.com). (c) Copyright Oxford University Press, 2019. All Rights Reserved. Under the terms of the licence agreement, an individual user may print out a PDF of a single chapter of a monograph in OSO for personal use (for details see www.oxfordscholarship.com/page/privacy-policy).date: 24 May 2019

The impact of technology and social media for sales

The impact of technology and social media for sales

Chapter:
(p.137) 9 The impact of technology and social media for sales
Source:
Achieving a Strategic Sales Focus
Author(s):

Tony Douglas

Kenneth Le Meunier-FitzHugh

Publisher:
Oxford University Press
DOI:10.1093/acprof:oso/9780198706632.003.0009

This chapter is mainly concerned with the impact of technology on the sales function. The term ‘sales technology’ covers not only sales force automation (SFA) and CRM (customer relationship management) systems, but also order processing, web sales, social media communications, and managing market information. There is an argument to indicate that SFA is primarily concerned with managing transactional sales, while CRM systems facilitate relational activities and this proposition is explored. We also look at systems that can be put in place to reduce risk and to increase customer knowledge and knowledge management. The chapter also focuses on the effect of social media on sales processes and on salespeople, who may find the new sales channels challenging to operate. We therefore consider the impact of new communication technologies on the traditional activities of sales and the developing role of social media in selling.

Keywords:   sales technology, sales force automation, SFA, customer relationship management, CRM, social media and selling

Oxford Scholarship Online requires a subscription or purchase to access the full text of books within the service. Public users can however freely search the site and view the abstracts and keywords for each book and chapter.

Please, subscribe or login to access full text content.

If you think you should have access to this title, please contact your librarian.

To troubleshoot, please check our FAQs , and if you can't find the answer there, please contact us .