A business-to-business (B2B) company has fifty customers responsible for 80 percent of the company’s revenue. All of the customers, including five local and state government agencies, require special face-to-face contacts.

Due to the complexity of the new product the company is rolling out, a team-selling approach pairing up junior and senior salespeople will be used. Early in the introduction of the product, the sales force will be required to enter a significant amount of information from the field into the company’s network.

The marketing director has asked you to take the necessary measures to keep her up-to-date on the progress of the rollout. Your company lacks an automated system for capturing field data.

 

Evaluate and compare these sales management hardware and software. Create a comparative table to judge the merits of the different options available.

Select the best three hardware and software options. Make reasonable assumptions and justify your choice with logical reasoning.

On the basis of your findings, create a 3- to 4-page report in a Microsoft Word document.

On a separate page, cite any sources using the APA format