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What to Expect

Selling is both a science and an art. e-Business presents us with new sales channels, such as the self-service and mobile sales force, which are rapidly increasing in importance. We are beginning to see selling-chain software applications that integrate and streamline the sales and order cycle by moving information more rapidly between buyers and sellers, resulting in buyers' making quicker, more confident decisions.

Companies selling products and services over multiple channelsrequire a new generation of e-business sales applications. Next-generation selling applications must support traditional direct and indirect selling channels to maximize revenue channel effectiveness and to establish a common, enterprise-wide view of the customer. These applications must allow companies to target products, services, and Web content to individual customers. Without these applications, companies will be unable to execute successful e-business strategies and instead may be forced to rely exclusively on either point solutions or traditional human-assisted sales channels for their revenue streams.


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