销售技术应用:电子数据交换对销售功能的影响

Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI:10.1080/08853134.1994.10753995

Ned C. Hill, M. Swenson

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引用次数: 7

摘要

电子数据交换(EDI)提供了销售公司和购买公司之间的信息联系，并为参与公司提供了重大利益。在本文中，将探讨EDI环境中销售人员角色的变化。提出了一个案例研究，该研究考察了EDI技术在卑尔根布伦斯威制药公司的影响。讨论了管理意义。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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Sales Thchnology Applications: The Impact of Electronic Data Interchange on the Sales Function

Electronic Data Interchange (EDI) provides information linkages between selling firms and buying firms and offers significant benefits for participating companies. In this article, the changing role of the salesperson in an EDI environment is explored. A case study, which examines the effects of EDI technology at Bergen Brunswig Drug Company, is presented. Managerial implications are discussed.

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Journal of Personal Selling and Sales Management

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