Trends Report

eBusiness Sales Strategies: Room For Improvement

Results Of Our Q4 2007 eBusiness, Channel And Product Management Panel

March 14th, 2008
Carrie Johnson, Chief Product Officer
Carrie Johnson Chief Product Officer
With contributor:
Brendan McGowan

Summary

Forrester recently surveyed 131 current members of our eBusiness, Channel And Product Management Research Panel to get a sense of how they feel their firms are doing in the area of online sales — and merchandising upselling and cross-selling in particular. Our panelists include executives primarily from financial services, healthcare, manufacturing, retail, and travel companies; they represent large firms from the US, Canada, and the UK with mature online sales and service operations. Results from our survey show that while two-thirds say that Web sales are important to their overall sales strategy, today, less than half think that their team is effective in actually executing their online selling strategy.

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