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Sales
Force Automation and Return on Investment
Below are the
proceedings from several sessions presented by
Tom Peterson at DCI events. Peterson
is a former teacher, salesman, sales manager,
information center manager and marketing manager.
He provides independent consulting to improve
sales productivity.
- Download the proceedings
from ROI: Tools
To Prioritize SFA Projects, a session for
DCI's September 1997 Sales Force Automation
Conference in San Jose (Adobe Acrobat
file, 209 KB).
- Download the Return
on Investment spreadsheet from Justify and
Prioritize Using Return on Investment (Microsoft Excel
file, 16.1 KB). This spreadsheet was also
used in the Return on Investment session
listed below.
- Download the proceedings
from Return on
Investment: Justify, Prioritize, Maximize, presented at DCI's Sales Force Automation
Conference in San Jose (1995) and in
similar sessions in Boston (1995) and
Chicago (1996). This session focuses on
techniques to predict, improve and track
the ROI of a technology project for
sales. (Adobe Acrobat file, 140 KB.)
Audio tapes of this session are available
from Conference Copy, (717) 775-0580.
- Download the proceedings
from Top
Performing Sales Organizations (Adobe
Acrobat file, 221 KB).
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