Do computers improve sales?

Many companies are either implementing, or experimenting with, the use of portable computers by their salesforces in selling situations with clients. There is some evidence to support the view that this will increase the productivity of salespeople, although there is little published evidence. This article describes an experiment carried out by a large insurance company with a small group of its sales representatives in an attempt to quantify the extent of any benefit in terms of more sales or greater premium value.