Therefore, the core part of the chapter leads to a discussion on how genuine supportive CRM systems architecture should be designed. The sales process is made of three phases beyond the administration one, namely, a sense-making, a sense-giving, and a sense-acting phase. An adequate architectural design would take into consideration functions that support the whole process, which also includes informative links and a much more visual design to process information instantly.
Wikner, S. (2018), "The Next Generation CRM Tools: Bridging the Gaps between Sales Needs and CRM Tools Architecture", Andersson, P., Axelsson, B. and Rosenqvist, C. (Ed.) Organizing Marketing and Sales, Emerald Publishing Limited, pp. 195-205. https://doi.org/10.1108/978-1-78754-968-520181012Download as .RIS
Emerald Publishing Limited
Copyright © 2018 Emerald Publishing Limited