If “Old Dave” were selling in the last quarter of the 20th century instead of the first quarter, the telephone might have been connected to a modem which was connected to a personal computer. He would still be able to conduct his business with his green velvet slippers on, but he might be performing a host of detailed sales tasks including checking order confirmations, the customer’s credit line, new product information, administrative messages, personal messages, rescheduling appointments, updating customer files and a host of traditional paper and pencil or voice tasks for sales representatives (SR) (see Collins 1984; Collins 1985; Teleconference 1985; Business Week 1984). But there is one task that Dave, Willy and others may not have considered-communications software on a portable or desk top personal computer to communicate with other SRs outside the firm or with scholars and students of sales management.
ASJC Scopus subject areas
- Human Factors and Ergonomics
- Management of Technology and Innovation