BtoB

Expert predicts exchanges spell sales, accounting staff cuts

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New York--Research firm Roland Berger Strategy Consultants on Thursday issued a report that says Internet exchanges will render obsolete the sales forces of such consumer goods companies as Nestle SA and Kraft Foods Inc. The strategy consultant said accounting and sales-force departments will eventually be "incorporated in the exchanges,'' as companies seek ways to save money from Internet deal-making. Report author Jacob Jensen, head of the firm's U.S. consumer goods/retail practice, said exchanges "have cooled off because companies are using b-to-b primarily for purchasing and procurement, without focusing on the collaborative opportunities'' of sales and accounting automation.
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