Impact of Technology on Sales - Essay Example

W. Pergault. The company spent $20 million upgrading its website but this change did not have a great impact on sales and profitability. Managers are not interested in website and online sales because they "don't earn any commission". On the other hand, customer did not like the new website because of "distracting graphics", "the bells and whistles" (Spiro et al 2004). Resistance comes from the customer since they are not the beneficiary of organizational changes. Some of the reasons for resistance to change are; excessive focus on cost, failure to recognize benefits, lack of organizational synchronization, and individual uncertainty denial and fear of loss.

In order to improve the e-commerce plan, Celia Fiorni, the company president, should restructure current compensation system and reward those managers who use the website and sell products through the Internet. Also, Celia Fiorni should encourage and motivate sales representatives to use the Internet and sell products through the Internet. Training programs will help to improve skills and knowledge of employees and reduce resistance to change. Salespeople will accept the new initiative ensured in fair compensation and computer skills.

Technology can create new design options for various processes because it can be used to challenge longstanding as assumptions about work arrangements that used to inhibit organizations. Good understanding of end-user needs by system developers is another important factor, as are mechanisms for communication with the business users of the system. Senior management sponsorship and commitment is another success factor, but dependent also on the existence of a champion. Technically, the requirements of the system change to include reliability and its delivery to users in a suitable form.

This process of continual selection and rejection of potential projects contrasts strongly with the tendency in many companies towards early formal approval of information technology projects whose costs and benefits are assumed to be certain. The results from the research broadly confirm that the factors identified for technical innovation also apply to information systems projects. For G. W. Pergault, CRM plays a crucial role helping to improve customer service and meet customers' needs and expectations. "G. W.

Pergault offers more than 500,000 different products, which can be overwhelming to sort through. Sutton believes that some of his reps may have trouble finding specific products on the website" (Spiro et al 2004). An established information technology infrastructure obviously helps provide a base for delivery as well as making it clearer when new hardware and system software will be needed. Personnel should be connected directly to the concept of CRM, an approach that stresses the importance of developing long-term partnerships with customers.

In developing personal and relationship strategies on an international level, the representative is wise to take a step back and understand how CRM strategies will likely fit in the environment. CRM requires an organization to first develop a transformation system that