[...] No waves
disturbed their journey. Especially the last decade this calm sea turned into a world of waves,
the tips of the waves blinking white, a sign for a restless sea and a build up of higher waves.
The Internet brought many companies into permanent white water, the ever changing business
environment. They need to adapt in order to remain profitable and secure survival. The
Internet is a type of global information infrastructure consisting of computer hardware and
software that is characterized as both general and open (Peterson, Balasubramanian and
Bronnenberg, 1997). In this definition “general” refers to the fact that the Internet has not
been designed for one particular set of services. “Open” implies that all specifications
necessary to use the Internet are publicly available. In other words, the Internet is a network
of networks. The Internet is a rapid growing phenomenon. One of the most fascinating
elements has been its amazing growth. The Bureau of Economic Analysis (2000) found that
U.S. consumers and businesses spending on information technology was about 10 % of the
U.S. gross national product (GDP) in the year 2000 compared to a merely 1.5 % in 1981. The
present popularity of the Internet as a commercial medium is due to its ability to facilitate
global sharing of information and resources, and its potential to provide an efficient channel
for advertising, marketing, and even direct distribution of certain goods and information
services. The Internet has been called the most important new marketing medium since
television. The use of the Internet allows companies to identify their customers, differentiate
them, interact with them, and then customize programs that will heighten customer
satisfaction and loyalty (Groossman, 1998). The Internet has radically changed the way
companies do business. For instance, it can be used as an effective business-to-business tool
to increase collaboration. Therefore, the main problem statement this paper answers is : What
is the effect of the Internet on Sales management?
First, the general advantages and disadvantages of the Internet will be discussed. Second, the
effect of the Internet on the buyer-seller relationship are enlightened. Third, change in the
sales representative’s job are elaborated on. After that a proposal is made to effectively
integrate the Internet in the sales force activities. The paper ends with a short conclusion.
Inhaltsverzeichnis (Table of Contents)
- Introduction
- The Advantages and the Disadvantages of the Internet
- The Buyer-Seller Relationships
- Impact of the Internet on the Sales Force
- Practical Implications
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This paper aims to analyze the impact of the internet on sales management. It investigates how the internet has transformed business practices, focusing on its effects on sales strategies, buyer-seller relationships, and the role of the sales force.
- The advantages and disadvantages of utilizing the internet for sales.
- The shift in buyer-seller relationships facilitated by internet technology.
- The transformation of the sales representative's role in the digital age.
- Cost implications and efficiencies enabled by internet-based sales strategies.
- Effective integration of internet technologies into sales force activities.
Zusammenfassung der Kapitel (Chapter Summaries)
Introduction: This introductory chapter sets the stage by highlighting the rapidly changing business environment and the significant impact of the internet. It uses the "white-water metaphor" to illustrate the challenges faced by companies needing to adapt quickly to survive. The chapter introduces the main research question: What is the effect of the internet on sales management? It then outlines the structure of the paper, promising to address the advantages and disadvantages of the internet for sales, its effects on buyer-seller relationships, changes in the sales representative's role, and strategies for effective internet integration into sales force activities.
The Advantages and the Disadvantages of the Internet: This chapter delves into the transformative effects of the internet on sales and marketing. It contrasts the traditional one-to-many model with the many-to-many model enabled by the internet, emphasizing the cost savings and efficiencies associated with online communication and mass marketing. The chapter discusses the potential for disintermediation and re-intermediation, explaining how companies can bypass traditional intermediaries and sell directly to consumers. However, it also acknowledges the downside of increased consumer data collection and the importance of responsible data handling to maintain buyer trust and avoid the increased costs associated with customer acquisition versus retention.
The Buyer-Seller Relationships: This section examines how the internet influences the dynamics of buyer-seller relationships. It positions these relationships on a continuum, ranging from discrete transactions to relational exchanges. The chapter explores how the internet, particularly through business-to-business (B2B) portals, facilitates both types of exchanges. It highlights the significance of the shift from anonymous, limited-communication interactions to more sustained, collaborative partnerships built on trust and mutual dependence.
Schlüsselwörter (Keywords)
Internet, sales management, buyer-seller relationships, disintermediation, re-intermediation, cost savings, e-commerce, B2B, marketing, customer relationships, digital transformation, sales force.
Frequently Asked Questions: Impact of the Internet on Sales Management
What is the overall focus of this document?
This document provides a comprehensive preview of a paper analyzing the impact of the internet on sales management. It covers the objectives, key themes, chapter summaries, and keywords of the main study.
What are the main topics covered in the paper?
The paper investigates the internet's transformative effects on sales strategies, buyer-seller relationships, and the role of the sales force. Key areas explored include the advantages and disadvantages of using the internet for sales, the shift in buyer-seller dynamics, the changing role of sales representatives, cost implications, and effective integration of internet technologies into sales activities.
What is the "white-water metaphor" used for?
The white-water metaphor in the introduction illustrates the rapidly changing business environment and the challenges companies face in adapting quickly to survive in the digital age.
What are the key advantages and disadvantages of using the internet for sales, as discussed in the paper?
Advantages include cost savings, efficiencies in online communication and mass marketing, and the potential for disintermediation (selling directly to consumers). Disadvantages include increased consumer data collection and the need for responsible data handling to maintain trust and manage customer acquisition costs.
How does the internet influence buyer-seller relationships?
The paper examines how the internet affects buyer-seller relationships, ranging from discrete transactions to long-term partnerships. It highlights the shift from anonymous interactions to more collaborative, trust-based relationships facilitated by online tools like B2B portals.
What is the impact of the internet on the role of the sales force?
The paper explores how the internet is transforming the sales representative's role in the digital age. It likely examines how the sales force needs to adapt to new technologies and strategies in order to remain effective.
What are the key words associated with this paper?
Key words include: Internet, sales management, buyer-seller relationships, disintermediation, re-intermediation, cost savings, e-commerce, B2B, marketing, customer relationships, digital transformation, and sales force.
What is the central research question addressed in this paper?
The main research question is: What is the effect of the internet on sales management?
What is the structure of the main paper?
The paper is structured into chapters covering an introduction, the advantages and disadvantages of the internet for sales, the impact on buyer-seller relationships, and practical implications (likely including the changing role of the sales force and strategies for internet integration).
- Quote paper
- Tomislaw Dalic (Author), 2001, The Effect of the Internet on Sales Management, Munich, GRIN Verlag, https://www.grin.com/document/15633
