Date of Award

1989

Document Type

Thesis

Degree Name

Master of Science

Department

Business

First Advisor

Daniel W. Kemper

Second Advisor

Carolyn Scott

Third Advisor

Joseph Silverio

Abstract

This paper will focus on a study of a Computer-Based Sales Information System as it would primarily apply to firms selling in industrial markets.

Over the past several years theorists have debated the issue of computers . Some theorists believe that computers enhance our work environment while others believe that computers eliminate jobs and create resentment. The first group supports the theory that computers aid our work environment and make our jobs more productive. The second group supports the theory that computers disrupt the work environment and cause inefficiencies through costly unproductive training of skills that are not job-related.

The purpose of this study is to investigate the possibility that portable computers may enhance a salesperson's productivity. Specifically, it is hypothesized that automated salespeople are more efficient.

Fifty professional people in the Midwest were asked to participate in the study: fifteen salespeople, fifteen purchasing agents, ten engineers who hear sales presentations, and ten sales managers. The subjects were issued a simple questionnaire for the purpose of determining the feasibility of the success of such a system.

Data were analyzed by survey group. Those subjects in favor and against the system were compared. Such factors as age, education, sex, and professional position were correlated with their for/against " vote ," and conclusions were derived.

Results of the analysis produced considerable evidence to suggest that the hypothesis be accepted and to conclude that, within this sample pool, a Computer-Based Sales Information System could enhance the efficiency of industrial salespeople.

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