How high‐tech Dictaphone salespeople use computers: a case study

Abstract

Compared with their predecessors, today’s sales professionals have many more advanced technological tools available to them than ever. The age of computer automation has drastically impacted their lives. Most importantly, sales automation software has revolutionized the manual aspects of a suspecting and prospecting filing system (often referred to as a tickler file). In addition, the use of networks and access to Inter/intranets have bridged the gap between representatives operating in remote environments and their home office. This case study concentrates on these issues by focusing on Dictaphone Corporation’s sales organization’s use of current technology.