This text investigates the integration of automated data processing systems into the traditional sales management workflow to enhance organizational efficiency. The author examines the transition from manual record-keeping to computerized databases, focusing on how information technology can optimize lead tracking, inventory management, and sales forecasting. By outlining the technical requirements and administrative shifts necessary for this transition, the work provides a framework for managers to modernize their sales operations.

The subject matter points to a technical, historical overview of early business computing, likely serving as a foundational guide for managers navigating the transition to digital systems in the early 1980s. The text provides a snapshot of the era's management philosophy regarding the adoption of information technology in sales departments.