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- Title
Integration of the Computer Into Salesman Reporting.
- Authors
Deboer, Lloyd M.; Ward, William H.
- Abstract
A computer-based salesmen reporting system can be a powerful tool in helping managers select and implement management strategies. This article describes how Pillsbury Company developed an improved salesman reporting system using a complex computer system. The system provides a detailed, common data base shared by managers and salesmen in improving selling performance.
- Subjects
COMPUTERS in sales management; MANAGEMENT; PILLSBURY Co.; SALES accounting; INDUSTRIAL management; MANAGEMENT information systems; RESOURCE allocation; INFORMATION resources management; SALES force management; PERSONNEL management; INDUSTRIAL productivity; DECISION support systems; COMPUTER network resources
- Publication
Journal of Marketing, 1971, Vol 35, Issue 1, p41
- ISSN
0022-2429
- Publication type
Article
- DOI
10.2307/1250562