Chapter 3 Sales Process Management
At its beginning, customer relationship management systems were developed mainly for customer care/services purposes. This usage was firstly developed by Thomas Siebel, and it was CRM’s main purpose till the first decade of this century when the technology started gaining more popularity in the sales departments of medium businesses in business-to-business (B2B) markets. Today among medium and small businesses that implement CRM, almost all of them aim to enhance the sales process management. This shift into the revenue-generating area could be among the reasons that have boosted the demand for CRM technology.
In this chapter, we will describe the secrets of CRM for sales process ...
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