'Net to impact sales processes

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After interviewing more information technology executives at 50 Fortune 1,000 companies, Forrester Research found that 46% expect the Internet to have a "huge" or "significant" impact on their sales processes over the next three years. The report identifies 3 principles for developing sales leadership: push information out to customers and prospects; keep sales in the loop; and free up sales to focus on value-added relationships.

Copyright December 1996, Crain Communications Inc.

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