Slide 12.

Chapter 12

Internet and
IT applications in
selling and sales
management

David Jobber and Geoff Lancaster, Selling and Sales Management, 8th Edition © Pearson Education Limited 2009
Slide 12.2

Objectives
After studying this chapter, you should be able to:
1. Understand how a range of information technology (IT) developments
have altered the selling and sales management functions.
2. Appreciate that future developments in IT will continue to shape
these sales functions in the coming decade.
3. Appreciate how large organisations manage procurement using a
variety of electronic means.
4. Understand how small to medium-sized enterprises (SMEs) can use
internet technology to market and sell their products.
5. Know how information technology can enable customer relationship
management (CRM).
6. Understand how salesforce automation (SFA) software is used to
support the sales function in many organisations today.

David Jobber and Geoff Lancaster, Selling and Sales Management, 8th Edition © Pearson Education Limited 2009
Slide 12.3

Figure 12.1 Four levels of e-commerce

David Jobber and Geoff Lancaster, Selling and Sales Management, 8th Edition © Pearson Education Limited 2009