Virtual Selling - by Thomas M Siebel & Michael Malone (Paperback)

Book Synopsis

In Virtual Selling the authors will spearhead a new generation of SFA design to provide powerful tools which will enhance customer contact and heighten the effectiveness of the sales representative.

According to Thomas Siebel and Michael Malone, although more than 500 companies are rushing to market with information technology to aid millions of salespeople world wide, these systems are destined to fail. Why? Because, the authors argue, they focus only on improving efficiency, rather than on increasing the effectiveness of the selling process.

Review Quotes

A. Michael Spence Dean, Stanford Graduate School of Business A very useful and insightful book. It sets forth clearly and persuasively the substantial returns to be gained from the right kind of investment in sales information systems.

Charles R. Schwab Chairman and CEO, The Charles Schwab Corporation "Virtual Selling" is loaded with practical ideas for improving and expanding our relationships with existing and future customers.

Debbie Miller Vice-President, Systems Business Unit, Americas, Digital Equipment Corporation A must read for every sales person, sales manager and corporate executive who plans on using computers to make customers more satisfied and close more business.

George T. Shaheen Managing Partner, Andersen Consulting Total Sales Quality will revolutionize the sales process, the same way that Total Quality Management (TQM) revolutionized business management. It's about time that TQM is applied to sales, the last unautomated corner of the corporate world.

About the Author

Michael Malone is an author and television writer.