Impact of Technology on the Sales Process Paper

Essay by charles_medleyUniversity, Master'sB, June 2009

download word file, 5 pages 5.0

Over the past half century, technology has evolved into a dominant tool in almost every aspect of life on earth. However, developing customer relationships was in existence before the Mayflower landed on the east coast of North America. The Internet, networking, and other aspects of technology are center pieces of almost any workplace. The key is to use technology to enhance customer relationships instead of replacing personable customer service with a bunch of links and drop-down menus. A customer's primary form of communication with a company should not have to be in a chat room. If used correctly, technology can be a tool that allows the relationship between a customer and business to grow. In the case study involving G.W. Pergault, Inc., technology is attempting to serve as a tool that will allow the company to grow its market but may eliminate the established relationship the sales reps have with the current clientele.

This paper will discuss the efforts the new president of G.W. Pergault is attempting to implement and how they will affect the current sales staff.

The new president, Celia Fiorni, of G.W. Pergault has great intentions with her efforts to save money and expand the current market. Ms. Fiorni wants the current customers to utilize a website to purchase products from G.W. Pergault. This will allow the current sales reps to go out and get new customers. It will also cut down on order errors which have been a concern of the sales manager, Ken Sutton, for a long time. Order errors have a large negative affect on the company's budget and reliability. The company can also save on supplies because there won't be anymore in-person ordering.

Ken Sutton and the sales reps' immediate concerns were how the changes will affect the importance of their jobs.