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 TO WHAT EXTENT CRM IMPACTS ON THE SALES ORGANISATION IN B2B MARKETS. A CONVERGENT INTERVIEWING TECHNIQUE
Наименование:

TO WHAT EXTENT CRM IMPACTS ON THE SALES ORGANISATION IN B2B MARKETS. A CONVERGENT INTERVIEWING TECHNIQUE

автор Cedric B. издательство Книга по Требованию Экономическая теория
Cтраниц 88        мягкая обложка       
Аннотация:This has been paralleled with irrevocable metamorphosis in the selling function. In Martinique, like everywhere else, firms are increasingly adopting Customer Relationship Management strategies and technologies, realising their benefits throughout the organisation. Nevertheless, it appeared that both academic and literature have had limited consideration about the strategic issues concerning the impact of CRM strategies and technology on selling. The main purpose of this research was to provide empirical data for understanding the impact of CRM on the sales organisation, particularly on a strategic level. It concludes with a series of managerial implications and recommendations for future research. This research provided evidence that CRM impacts on internal communications, relationship performance, sales structure, salesperson’s attitude, role of sales management, and business performance. To a lesser extent, it aimed at highlighting its differences in practice between Martinique and the major economies where most of the past studies were conducted. The convergent interviewing technique appeared to be the most appropriate technique to build theory in such an under-explored area.
Автор: Cedric B.
Издательство: Книга по Требованию
Год:2009
Цена:
1996 руб
Нет в наличии
Поиск: TO WHAT EXTENT CRM IMPACTS ON THE SALES ORGANISATION IN B2B MARKETS. A CONVERGENT INTERVIEWING TECHNIQUE
НОВЫЙ ГОД СИМВОЛ 2013 ГОДАУКРАШЕНИЯ
КАРНАВАЛ НА НОВЫЙ ГОД РАСПРОДАЖА
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