Journal of

Marketing Development and Competitiveness

Scholar Gateway

Abstracts prior to volume 5(1) have been archived!

Issue 5(1), October 2010 -- Paper Abstracts

Girard  (p. 9-22)

Cooper (p. 23-32)

Kunz-Osborne (p. 33-41)

Coulmas-Law (p.42-46)

Stasio (p. 47-56)

Albert-Valette-Florence (p.57-63)

Zhang-Rauch (p. 64-70)

Alam-Yasin (p. 71-78)

Mattare-Monahan-Shah (p. 79-94)

Nonis-Hudson-Hunt (p. 95-106)

JOURNAL OF MANAGEMENT POLICY AND PRACTICE

The Role of Technology in Enabling Sales Support

Author(s): Aaron D. Arndt, Jason Harkins

Citation: Aaron D. Arndt, Jason Harkins, (2012) "The Role of Technology in Enabling Sales Support," Journal of Management Policy and Practice, Vol. 13, Iss. 2, pp. 66 - 73

Article Type: Research paper

Publisher: North American Business Press

Abstract:

The purpose of this research is to develop a framework explaining how technology can enable sales

support. Sales support technology is often used to assist salespeople with a variety of transaction

activities, such as prospecting, communicating, scheduling appointments, and processing orders. Sales

support technology can be categorized as automation and facilitative technology. Our framework

explains when a technology is appropriate for a particular sales activity based on workload and

customization. It also proposes who should use a technology based on orientation towards sales revenue

or cost control goals. Then, we develop managerial recommendations and propose directions for future

research.