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Information Resources Management Association
Advancing the Concepts & Practices of Information Resources Management in Modern Organizations

ETMS-WEB: A Low-Cost Innovative Solution to Manage the Sale Staff

ETMS-WEB: A Low-Cost Innovative Solution to Manage the Sale Staff
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Author(s): Anna Bruno (SOIN 2000 s.r.l., Italy), Andrea Pandurino (Università di Lecce, Italy) and Nicola Fiore (Università di Lecce, Italy)
Copyright: 2006
Pages: 3
Source title: Emerging Trends and Challenges in Information Technology Management
Source Editor(s): Mehdi Khosrow-Pour, D.B.A. (Information Resources Management Association, USA)
DOI: 10.4018/978-1-59904-019-6.ch307
ISBN13: 9781616921286
EISBN13: 9781466665361


The growing competition in the marketplace, suggests companies to adapt continuously to the emerging needs and obliges them to provide more services in order to maintain a good position within marketplace. Thus, monitoring and auditing the different company fields, is the most important competitive element. For the pharmaceutical sector (strongly limited by law) the promotion activity has to be executed in a directly through the Sales Staff (Pharmaceutical Promoters) and its monitoring is very critical. The Electronic Territory Management Systems (ETMS) now existing, allow a good control on the Sales Force, but they are exclusively used by the main Pharmaceutical company (leaders on the marketplace), because of the high costs related to developing and maintaining them. In this paper we present SOIN 2000’s experience, that has realized the modeling of an ETMS web-based system (to be provided in Application Service Providing) in collaboration with University of Lecce. This solution allows, at a low cost, the small pharmaceutical company to provide advanced services to manage the Sales Force.

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