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Sat, Nov 7, 11:30 - 11:55, Crystal 5 Paper (refereed)

Recommended Citation: Greco, D and B A White. Alphabet Soup: How CRM, ERP, Web 2.0, and Sales 2.0 is Creating a Superior Sales Experience: A Case Study. In The Proceedings of the Information Systems Education Conference 2009, v 26 (Washington DC): §3354. ISSN: 1542-7382.

Alphabet Soup: How CRM, ERP, Web 2.0, and Sales 2.0 is Creating a Superior Sales Experience: A Case Study

Refereed

9 pages

David Greco    [a1] [a2]
Computer Information Systems
Quinnipiac University    [u1] [u2]
Hamden, Connecticut, USA    [c1] [c2]

Bruce A. White    [a1] [a2]
Computer Information Systems
Quinnipiac University    [u1] [u2]
Hamden, Connecticut, USA    [c1] [c2]

CRM, ERP, Web 2.0 and Sales 2.0 are combining for the perfect storm creating a better buying experience. As such, buyers are better informed, sellers are better connected and the experience of buying has shifted from off the shelf to one's mobile devise. Combining these four disparate technologies into one powerful tool helps both sides of the buying process; the sale and the purchase. Technology is radically changing the buying process and helps marketers connect with their buyers on an entirely new level. As such, we can predict buying habits and as buyers demand customization, provide the goods and services needed to create new brands and sustain growth. This combined approached dubbed ‘Sales 2.1’ is a true combination of people, technology and service. While the term Sales 2.1 has been bantered around on the ‘net’, the author will use the term as the concept of the merger and overlapping capabilities of ERP, CRM, Web 2.0 and Sales 2.0 and will treat it as a new concept in the marketing field. One of the authors is developing what might be considered the first Sales 2.1 system. This paper gives a case study of how these components of CRM, ERP, Web 2.0 and Sales 2.0 are converging in a new enterprise.

Keywords: ERP, CRM, Web 2.0, Sales 2.0

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