At one end of the spectrum, it may mean replacing the manual typewriter with a computer and word processing program. At the other end, it may mean a complete executive information system tying all parts of the organization into the sales process, with all the right information at everyone's fingertips. This column will discuss various aspects of sales force automation and show you ways to improve your sales efforts. We will start by discussing the basics of using your computer as a fax machine. The fax has become a major means of communication.
Technology makes it very easy, and it's cheaper and much quicker than sending a letter.
The fax will also get where it's going today and will generally be read immediately. Once the fax software is set up, you can customize your cover page, merging in graphics such as company logos, signatures, or whatever you wish. Fax programs also make it possible to send additional pages such as scanned-in product data sheets. To send the fax, it's as simple as putting in the fax number and telling it to send. The software allows you to maintain a phone book of names and numbers.