The coming of the 21st century convey a sign of assessment into the phenomenon of sales force automation (SFA) technology apparatus proposed at assisting sales organizations to better execute customer relationship management.
While the academic literature has presented excellent insight into how a club can augment the likelihood that its sales force will hold a new expertise system, a great bulk of research ceases there. This is unfortunate in that firms mistakenly infer that use of an SFA system is the key hurdle and that only inspiring SFA use will probably be the secret to unlocking improved functionality. Meanwhile, this is often not the case, quite a lot of organizations are able to get their sales force to exploit a SFA system however do not find enhancement in performance.
After temporarily supplying a summary of the factors affecting SFA use, this research provides insight into use might not lead to long term advancements in a company's sales performance. Vital empirical findings and theoretical arguments from the extent literature are contemplated, and a list of essential amenities is offered here to aid managers bridge gap among SFA use and improved sales effectiveness and efficiency.
PUBLICATION DATE: September 11, 2013 PRODUCT #: BH560-PDF-ENG
This is just an excerpt. This case is about SALES & MARKETING
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