Chapter 2

The Sales Technology Implementation Process

Chapter Overview

The aim of this chapter is to describe the sales technology implementation process. In particular, the chapter begins by defining the concept of implementation and delineating the various stages comprising the process. Attention is paid to elaborating on several notions that, though related, differ from implementation to a significant degree. Next, we present, in detail, a series of models that pertain to technology acceptance at the individual level. Collectively, these models provide a comprehensive picture of the theoretical rationale underlying end-user technology acceptance.

The Implementation Process

Defining Implementation

Undoubtedly, sales technologies can help sales ...

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