The Impact of Technology on a Salesforce: Will Technology Eliminate the Need of Salespeople?

Date
2021-01-01
Authors
Schaben, Logan
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Anthony Townsend
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Altmetrics
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Information Systems and Business Analytics
Abstract

This literature review analyzes multiple literature pieces to answer the research question: Will technology eliminate the need of salespeople? While some researchers believe technology will take over the world, others believe technology could never duplicate human qualities. This literature review goes over multiple sections of research, including the historical impact of technology on sales, the different types of sales technologies, the customer's perspective, the limitations of technology adoption, and the benefits of people in sales. One common theme is apparent throughout all of these sections, while technology has many benefits, technology is a lot more powerful (and ethical) when used alongside salespeople. This paper will demonstrate the many pros and cons of technology and salespeople and show how these two entities can complement each other to make for a more well-rounded sales experience.

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