Question: DO NOT TURN THIS PAGE UNTIL YOU ARE TOLD TO ASTEC Ltd. is a distributing organization whose owners recognized the benefit they would derive from

DO NOT TURN THIS PAGE UNTIL YOU ARE TOLD TO ASTEC
DO NOT TURN THIS PAGE UNTIL YOU ARE TOLD TO ASTEC Ltd. is a distributing organization whose owners recognized the benefit they would derive from merging their company with a small enterprise and in so doing acquire their customer base among the company's other valuable assets. Even though the companies are in the same industry, they are operation at different stages of the business life cycle. The merger will also be used as an opportunity to retool the organization with the latest Information and Communication Technologies, which would include adequate Customer Relation Management Data Base Systems. You were recently hired as the sales manager for ASTEC Ltd., and has been a sales target for this new position which is approximately double the usual target before the merger. Required: 1. Explain how new developments in information technology (IT) have altered the selling and sales management functions for the company. 10 Marks

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