Marketing meets automation to increase sales; enterprise marketing automation integrates efforts regardless of the channel used
Article Abstract:
Enterprise marketing automation (EMA) has emerged as a new category of front-office applications which is a spinoff of sales forces automation tools for marketing. EMA's design provides companies with the capability of integrating information on marketing regardless of the channel used. It also offers companies the ability to measure marketing return on investment accurately. Marketers can guide qualified prospects into correct sales channels, collect information and send responses to prospective customers through EMA.
Publication Name: Business Marketing
Subject: Business
ISSN: 1087-948X
Year: 1998
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Brave new world: sales force automation is changing the way companies reach and keep their customers
Article Abstract:
The latest sales force automation involves software and processes that do not only improve productivity by accelerating the sales process but provide valuable information not only to sales but also to marketing and customer service departments. These sales force automation systems are being received more positively than their prototypes. Worldwide revenues for sales force automation software are expected to reach $1.92 billion in 2001.
Publication Name: Business Marketing
Subject: Business
ISSN: 1087-948X
Year: 1998
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