The Computer, Personal Selling, and Sales Management.

The article reports on technological innovations and their application in the marketing industry. The author focuses on computer technology and the reasons salesmen should become familiar with it. The author discusses published testimonials of the integration of computer technology into sales management, sales forecasting, and decision making disciplines. Methods that managers can use to integrate computers into the daily routines of sales personnel are recommended. The Store Objectives and Accomplishments Report (SOAR) computer based salesmen analysis system implemented at the Pillsbury Company is also mentioned.