Ann Rothman, just arrived Executive Vice President of International Sales at Quantium Technology has to deal with the challenge connected with Quantium's implementation of Siebel Sales, a sales force automation (SFA) software alternative.
The system was being abandoned by sales representatives, sales managers were complaining that sales pipeline data in the system were not accurate, and the system did not seem to be raising win speed or shortening the sales cycle as expected. Rothman needed to determine the best way to resolve the issues, which meant abandoning the project completely or fixing the system.
PUBLICATION DATE: November 05, 2008 PRODUCT #: M311-HCB-ENG
This is just an excerpt. This case is about SALES & MARKETING
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