The Effect of the Internet on Sales Management

Business & Finance, Industries & Professions, Distribution
Cover of the book The Effect of the Internet on Sales Management by Tomislaw Dalic, GRIN Publishing
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Tomislaw Dalic ISBN: 9783638206938
Publisher: GRIN Publishing Publication: July 23, 2003
Imprint: GRIN Publishing Language: English
Author: Tomislaw Dalic
ISBN: 9783638206938
Publisher: GRIN Publishing
Publication: July 23, 2003
Imprint: GRIN Publishing
Language: English

Seminar paper from the year 2001 in the subject Business economics - Trade and Distribution, grade: 9 (von 10), Maastricht University (FDEWB), course: Sales management, 29 entries in the bibliography, language: English, abstract: [...] No waves disturbed their journey. Especially the last decade this calm sea turned into a world of waves, the tips of the waves blinking white, a sign for a restless sea and a build up of higher waves. The Internet brought many companies into permanent white water, the ever changing business environment. They need to adapt in order to remain profitable and secure survival. The Internet is a type of global information infrastructure consisting of computer hardware and software that is characterized as both general and open (Peterson, Balasubramanian and Bronnenberg, 1997). In this definition 'general' refers to the fact that the Internet has not been designed for one particular set of services. 'Open' implies that all specifications necessary to use the Internet are publicly available. In other words, the Internet is a network of networks. The Internet is a rapid growing phenomenon. One of the most fascinating elements has been its amazing growth. The Bureau of Economic Analysis (2000) found that U.S. consumers and businesses spending on information technology was about 10 % of the U.S. gross national product (GDP) in the year 2000 compared to a merely 1.5 % in 1981. The present popularity of the Internet as a commercial medium is due to its ability to facilitate global sharing of information and resources, and its potential to provide an efficient channel for advertising, marketing, and even direct distribution of certain goods and information services. The Internet has been called the most important new marketing medium since television. The use of the Internet allows companies to identify their customers, differentiate them, interact with them, and then customize programs that will heighten customer satisfaction and loyalty (Groossman, 1998). The Internet has radically changed the way companies do business. For instance, it can be used as an effective business-to-business tool to increase collaboration. Therefore, the main problem statement this paper answers is : What is the effect of the Internet on Sales management? First, the general advantages and disadvantages of the Internet will be discussed. Second, the effect of the Internet on the buyer-seller relationship are enlightened. Third, change in the sales representative's job are elaborated on. After that a proposal is made to effectively integrate the Internet in the sales force activities. The paper ends with a short conclusion.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

Seminar paper from the year 2001 in the subject Business economics - Trade and Distribution, grade: 9 (von 10), Maastricht University (FDEWB), course: Sales management, 29 entries in the bibliography, language: English, abstract: [...] No waves disturbed their journey. Especially the last decade this calm sea turned into a world of waves, the tips of the waves blinking white, a sign for a restless sea and a build up of higher waves. The Internet brought many companies into permanent white water, the ever changing business environment. They need to adapt in order to remain profitable and secure survival. The Internet is a type of global information infrastructure consisting of computer hardware and software that is characterized as both general and open (Peterson, Balasubramanian and Bronnenberg, 1997). In this definition 'general' refers to the fact that the Internet has not been designed for one particular set of services. 'Open' implies that all specifications necessary to use the Internet are publicly available. In other words, the Internet is a network of networks. The Internet is a rapid growing phenomenon. One of the most fascinating elements has been its amazing growth. The Bureau of Economic Analysis (2000) found that U.S. consumers and businesses spending on information technology was about 10 % of the U.S. gross national product (GDP) in the year 2000 compared to a merely 1.5 % in 1981. The present popularity of the Internet as a commercial medium is due to its ability to facilitate global sharing of information and resources, and its potential to provide an efficient channel for advertising, marketing, and even direct distribution of certain goods and information services. The Internet has been called the most important new marketing medium since television. The use of the Internet allows companies to identify their customers, differentiate them, interact with them, and then customize programs that will heighten customer satisfaction and loyalty (Groossman, 1998). The Internet has radically changed the way companies do business. For instance, it can be used as an effective business-to-business tool to increase collaboration. Therefore, the main problem statement this paper answers is : What is the effect of the Internet on Sales management? First, the general advantages and disadvantages of the Internet will be discussed. Second, the effect of the Internet on the buyer-seller relationship are enlightened. Third, change in the sales representative's job are elaborated on. After that a proposal is made to effectively integrate the Internet in the sales force activities. The paper ends with a short conclusion.

More books from GRIN Publishing

Cover of the book The history of Spitalfields by Tomislaw Dalic
Cover of the book Global Corporate Strategy - A Critical Analysis and Evaluation of Amazon.com by Tomislaw Dalic
Cover of the book Außenpolitisches Agieren Schwedens in der Zwischenkriegszeit by Tomislaw Dalic
Cover of the book Relationship between Balik-Islam (Muslim Reverts) and full-fledged Muslims under the Auspices of Islamic Teachings in Philippine Setting by Tomislaw Dalic
Cover of the book What do project managers really do? Do they push their projects and lead their people? by Tomislaw Dalic
Cover of the book A study of Marketing and Online Marketing Tools which improve online success by Tomislaw Dalic
Cover of the book A New Theory of Branding for the Online Environment? by Tomislaw Dalic
Cover of the book Language and Learning Disadvantage by Tomislaw Dalic
Cover of the book Trade Surplus in Germany by Tomislaw Dalic
Cover of the book Nietzsche and Nazism by Tomislaw Dalic
Cover of the book Assessing the Causes of Employee Resistance to Change in the Implementation of Business Processes Re-engineering in an Organization by Tomislaw Dalic
Cover of the book The suitability of William Golding's 'Lord of the Flies' for the EFL-classroom and possible ways of teaching it by Tomislaw Dalic
Cover of the book Violence and Consumerism in Bret Easton Ellis's 'American Psycho' and Chuck Palahniuk's 'Fight Club' by Tomislaw Dalic
Cover of the book Transatlantic Trade and Investment Partnership. Side effects of an economic treaty on national security policy by Tomislaw Dalic
Cover of the book All the World's a Stage by Tomislaw Dalic
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy