Question 4:

Salespeople are generally known for their independence and emphasis on efficient time
management, and not always for their willingness to adopt new technologies pushed by
management. What were some of the approaches mentioned in the case that were used to foster
adoption? What other alternatives can you think of?

Answer:
The approaches of technologies mention in this case that were used to foster adoption are to use
mobile phone to use SAP core enterprise applications so that companies can used to be more
than a dozen classifications of customer sales opportunities and two screens full of data to input
for each sales opportunity. Now there is one
opportunity type that can be filled out on one screen. Salespeople can get what Reeves calls
“quick links” on SAP CRM data on their BlackBerrys simply by clicking an icon. These quick
links show critical data, such as each salesperson’s sales by customer, open order statuses, and
customer complaints (which is important for a salesperson dropping in on a customer).

The other alternative way I think they can use Video communication as a marketing tool so that
they can give solution more accurately which extremely prevalent with technology companies to
introduce their solutions. Emails system by which customers can mail what their problems is
what their order status, etc., one stop customer service number here customers can call and know
their order updates easily without waiting for their sales person to respond. It will a call center
form where customers will get all their quires solved