EAN: 9783961466290

SUCCESSFUL IMPLEMENTATION OF CRM IN SALES DEPAR...

The implementation of CRM causes high investment costs and therefore is a challenge for
companies. However  the technology seeks to establish a better understanding of the customer
and as a result to strongly increase the volume of sales. CRM not only is a software program
but an orientation towards the customer. The present study is about the key success factors for
implementing CRM in sales departments of B2B companies.

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