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Chapter 7. Transforming Customer Contact... > Technology Forces Driving the Need f...

Technology Forces Driving the Need for Selling-Chain Management

The preceding business drivers highlight the importance of watching customer preferences and trends when implementing selling-chain management strategies. Equally important are the technology issues and trends that determine a company's future direction and position it for either success or failure.

A company's management should clearly understand the limits of any technological solution in which it is considering investing. Over the past decade, many sales automation software vendors overpromised when it came to the functionality their software could provide. Many of these packages could not perform as promised because


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