Microcomputer applications: An electronic bulletin board system for the sales profession-a review and proposal

Clarke L. Caywood, Connie L. Bauer

Research output: Contribution to journalArticlepeer-review

2 Scopus citations

Abstract

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.

Original languageEnglish (US)
Pages (from-to)85-90
Number of pages6
JournalJournal of Personal Selling and Sales Management
Volume6
Issue number3
DOIs
StatePublished - Jan 1 1986

ASJC Scopus subject areas

  • Human Factors and Ergonomics
  • Management of Technology and Innovation

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