Case Name :      Xerox (Hong Kong): Sales Activity Management Process (A)

Authors :           E.F. Peter Newson, Michael Zhao

Source :             Ivey Publishing

Case ID :            99E015

Discipline :        Information Technology

Case Length :    25 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

The sales director of Xerox (Hong Kong) has a vision to transform sales force management processes that would require radical changes to both the organization and the information technology infrastructure. The design includes a companywide database to be available to the sales force by remote access through Intranet/Internet. From this database the sales force could manage their territory using notebook computers while traveling, working at client sites, sitting in meetings, or talking on the phone. At the time of sale, they could check inventory, quote prices, notify delivery or service schedules, and make billing arrangements. Successful implementation of the plan requires the sales director to overcome financial constraints, ingrained habits, traditional cultural values, an inadequate information technology infrastructure, and the effects of the change beyond the sales organization.