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Beyond the Hype: E-nabling the Sales and Marketing Force

While the over-hyped e-commerce bubble may finally have burst, substantial benefits have accrued to firms who e-nable themselves. This report describes the impact of e-nabling, defined as the implementation of digital and communication technologies for the purposes of improving performance and creating the real-time enterprise. Based on survey responses, executive in-depth interviews, case studies, and a review of the secondary literature, it specifically examines the impact of e-nabling on the sales and marketing functions.

Topics covered:

  • Technology and the Sales and Marketing Organization
  • The Web Site and the Distribution Partner
  • Customer Relationship Issues
  • Measuring Results
  • Brave New Worker?

Full report also includes:

  • Case Study: Xerox
  • Profile of Survey Respondents
  • More Than 30 Tables and Charts







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