Customers can be segmented in terms of future sales potential based on their history to date. Customers are subject to depreciation. Customers can be bought and sold in mergers, etc. 1. info needed to describe, track and capture customer as part of an asset base can be difficult or expensive to gather. Active management of customer assets typically requires an unprecedented degree of coordination across various customer-facing functions.
Web allows firms to gather critical pieces of info from consumer questions and suggestions.
B. Elements of Online Sales Automation Centrally located employees and a remote sales force work from a distributed d-base of customers and products, info and work flows in all direction. 1. helps bridge the islands of info that can exist within a company 2. Extends info sharing beyond the boundaries of the enterprise to outside parties critical to the sales effort. 5. shortens sales cycle 6. To main office.