Chapter 1. WHY YOUR COMPANY REQUIRES NEW SALES ROLES
Evidence that the Internet is permanently altering the way companies do business is everywhere. E-business is much more than just a technological change; it is a fundamental change in the way business is done. How companies sell to and interact with customers is undergoing a total and complete revolution. Leading publications—Business Week,Forbes,Fortune and The Wall Street Journal, to mention a few—all seem to agree that the revolution in doing business with customers was set off in January/February 1999. It was then that top managers at most companies— regardless of industry—marveled at the magnitude of e-purchases made during the first Internet Christmas season. Shortly thereafter, evidence ...
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