CRM Tools Offer Sales-Force Solutions

摘要

Three years ago, new sales representatives for Toshiba America Medical Systems, the world's leading manufacturer of ultrasound equipment, had one option for learning about their territory: rooting through a cardboard box full of paper files. In July 1997, director of sales support Tommy Stewart set about to find a better way to manage sales for the division of $6.4 billion Toshiba America Inc. His efforts culminated in a staggered rollout, lasting from November 1999 through February 2000, of Clarify Inc.'s customer-relationship management products, including its ClearSales sales-force automation tool. Today, to become familiar with a new territory, all a salesperson has to do is open a notebook computer to check the account's history and view current information.