The Impact of Technology on Sales Force Size

Rapid advances in technology are having an impact on the way business is conducted in every market. There is a concern about how these changes affect the size of the sales force. Some experts predict that as electronic sales channels become more important, sales force sizes will be reduced to half of today's levels, yet sales will double. Others argue that while technology can make sales processes more efficient, the need for socialization between buyers and sellers is so great that technology can never replace it to this extent. Some have argued that sales force sizes will increase initially as salespeople provide customers with the technical training and support required to start up new systems. ...

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