Sales Force Automation

For consumer goods companies, especially those in the grocery industry, trade promotions can be vital to maintaining a competitive edge.

When the Kellogg Company brought in a new management team at the end of 2000, one of its first questions was "where is the sales force?"

Continuing a trend THAT started last year, the results of this year's CGT Best of Breed survey on the customer relationship management (CRM) market once again shows that consumer goods firms are far from unanimous in their choice of the top provider.