Cusomter Relationship Management顧客關係管理 systems will get better at data collection and real time information on customer preferences so when you go to the person, you have the maximum data. You have the best contacts to reach out to, the people most likely to buy your product.
In 5 to 10 years from now every salesperson will have become more capital intensive, He will use products from the new technologies and their convergence - mobiles, web camera, databases and of course the C.R.M. support. One to one salespersons will have found new ways to make appointments and build better relationships with customers – and faster.

Your expanding data bases give you far more data about customers beyond just their address and phone numbers. You can make your work plans by asking questions from your hand held computer to the information centre and the back office gives even personal data. You can then phone people and have a meaning talk because you know about their sports,: sports, entertainment and work activities.

A person whose interest includes baseball can be contacted saying “ I am Jones from Amway……I understand you play baseball, yesterday’s match was a draw …………..” and you have got a personal reason to meet and talk.

Even when you want to talk about references, you can use the new devices. When you have closed a sale, and ask for a reference to the Buyer’s friends to communicate with, you can even take video messages on your mobile cum video camera.

If Mrs. Jones has given the names of a couple of friends and you have her video message on your hand held mobile camera, you can make a call with a lot of empathy. Taking the appointment you can say you will present a video message from her friend When you meet her, when you show the video it makes all the difference. It is so easy to enter and build and enhance a new customer relationship.

The personal factors become much stronger, because time and technology can be used by us to build new relationships easier, faster and stronger.

Source from http://www.hkdsa.org.hk/symposium/2003/akhil.pdf