Slide 2.

Internet and IT
Applications in Selling
and Sales Management

David Jobber and Geoff Lancaster, Selling and Sales Management, 8th Edition © Pearson Education Limited 2009
Slide 2.2

OBJECTIVES

• Understand how a range of information technology (IT) developments

have altered the selling and sales management functions
• Appreciate that future developments in IT will continue to shape these
sales functions in the coming decade
• Appreciate how large organizations manage procurement using a
variety of electronic means
• Understand how small to medium-sized enterprises (SMEs) can use
internet technology to market and sell their products
• Know how information technology can enable customer relationship
management (CRM)
• Understand how sales force automation (SFA) software is used to
support the sales function in many organizations today

David Jobber and Geoff Lancaster, Selling and Sales Management, 8th Edition © Pearson Education Limited 2009
Slide 2.3

THE CHANGING NATURE OF THE SALESFORCE

• A sales practitioner’s perspective

• The wireless and ‘mobility’ revolution

• Field sales
• The mobile office

David Jobber and Geoff Lancaster, Selling and Sales Management, 8th Edition © Pearson Education Limited 2009
Slide 2.4

ELECTRONIC COMMERCE AND ELECTRONIC

PROCUREMENT

• E-commerce and B2B trading

• Publish
• Interact
• Transact
• Integrate

David Jobber and Geoff Lancaster, Selling and Sales Management, 8th Edition © Pearson Education Limited 2009
Slide 2.5

ELECTRONIC COMMERCE AND ELECTRONIC

PROCUREMENT

• Customer relationship management

• The real impact of the internet on selling and sales management
• Building customer-centric selling arenas

• Focusing on the right customer

• Creating quality in communications
• Understanding buyer behavior patterns
• Changing approaches to brand management
• Pricing
• Creating interactive opportunities with consumers
• Building customer relationships
• Performance measurement
David Jobber and Geoff Lancaster, Selling and Sales Management, 8th Edition © Pearson Education Limited 2009
Slide 2.6

USING TECHNOLOGY TO SUPPORT SALES ACTIVITIES

• Automating the salesforce

• Three generations of sales force automation

(SFA) software
• Generation 1: Personal information and contact management
• Generation 2: The networked salesforce
• Generation 3: Technology-enabled selling

• The use of technology in the retail industry

• Supply chain management
• Electronic point of sale (EPOS) and electronic funds transfer at point of sale
(EFTPOS)
• Space management systems
• Direct product profitability David Jobber and Geoff Lancaster, Selling and Sales Management, 8th Edition © Pearson Education Limited 2009
Slide 2.7

USING TECHNOLOGY TO IMPROVE SALES

MANAGEMENT
• Managing the sales pipeline

• Measuring salesforce effectiveness

• Optimizing sales territories

• Other sales support applications

• Recruitment and selection

• Training
• Sales forecasting David Jobber and Geoff Lancaster, Selling and Sales Management, 8th Edition © Pearson Education Limited 2009
Slide 2.8

THANK YOU

David Jobber and Geoff Lancaster, Selling and Sales Management, 8th Edition © Pearson Education Limited 2009