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Business-to-Consumer Publishing Session:
Sales force Automation

Mitch Connolly, Yell, UK

Stéphane Kusic, Pages Jaunes, FR

Gianluca Ballocci, SEAT, IT

Anton Speer, Dumrath & Fassnacht, DE

I.                  Introduction

Richard Duggleby

Many of you have probably considered and maybe even started your own sales force automation programmes.  The possibilities in terms of efficiency, cost savings, sales force reporting, customer satisfaction, and increase in quality, make it very attractive for many European publishers. 

Four senior people from four different companies across Europe, all of whom have made some considerable progress with their own sales force automation programmes, will present the story of their sales force automation process and progress.  They started at different times for different reasons, have made different progress, and all of them will explain how they got on.  I have also asked each of them to share the problems they experienced, as when you launch major new programmes in any company, nothing goes smoothly.  It is important that we learn lessons from those problems, as well from the successes they achieved.  The rest of the text is available by entering your password on the previous page (proceedings)