Abstract
This case describes barriers and challenges that the company MZ came across when applying SAM to manage its sales force in 2014. MZ, an agent for a national-branded excavator company, had been confronted with serious problems in sales management, such as lack of sales force management, privatization of customer information management, and sales inefficiency. To solve these problems, MZ developed SAM, an app focused especially on sales action management. However, MZ encountered some barriers and difficulties when deploying SAM. This case discusses the background, implementation strategies, benefits, and problems of SAM usage to stimulate discussion on sales management.
| Translated title of the contribution | Problems in MZ’s Adoption of SAM for Sales Action Management |
|---|---|
| Original language | Chinese (Simplified) |
| Number of pages | 13 |
| Publication status | Published - 1 Dec 2014 |
Case number
SAL-14-236Case normative number
SAL-14-236-CCCase type
现场案例Update date
2016-06-24Published by
中欧国际工商学院Keywords
- 工业品营销
- 工程机械代理商
- 网络技术采纳
- 销售管理
Case studies discipline
- Marketing
- Sales
- Information Technology
Case studies industry
- Construction
- Wholesale Trade