Records Management
16.4 Identify and discuss common elements of a records management system
Although some salespeople complain that paperwork is too time consuming and reduces the amount of time available for actual selling, others recognize that accurate, up-to-date records are important. Their work is better organized, and quick accessibility to information often makes it possible to close more sales and improve customer service.25
A good computer-generated record-keeping system gives salespeople useful information with which to check their own progress. For instance, an examination of sales call plans at the end of the day provides a review of who was called on and what was accomplished. The company also benefits from complete and accurate ...
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