Sales Force Automation

Advantage and disadvantage of Sales Force Automation Before in the 1980s, gross revenuepersons worked in local offices which were responsible for catering guests within a specific geographical region. The salesperson was the professional correspondent who met with notice buyers within his jurisdiction and is the knowledgeable product expert who very much traveled to meet with clients. However, as a salesperson is ofttimes only capable of being well versed with matchless product, multiple salesperson who are specialized in divers(prenominal) products from the selling organization had to be deployed to meet various guest considers and demands which constitutes the sales force (Webster 1980, cited in Sharma 2007). As ready reckoner hardware and software improvements gradually follow over the years, lower-ranking and larger firms started to recognized that some amount of sales go can be made more efficient with sales force automation (Engle & Barnes 2000). Sales force automation is the digitalizing of line of latitude sales through selective information techno lumbery (Rivers & Dart 1999). It is too used as a tool to implement a new marketing strategy kn deliver as customer relationship management (CRM) (Speier & Venkatesh 2002). However, sales force automation has brought its own advantages and disadvantages to the business at the same time.

Sales force automation has smoothen the interaction between the firm and customers with a littler sales force. The customers can quickly access the products information through the firms website (Larpsiri & Speece 2004). When there is an dubiousness about the product, the customers need not approach the salesperson in person, or even when they have enquiries about different products, they need not approach different salesperson. They just have to log on to the website and browse through for different product information at the same time. This has in turn reduced the pattern of salespersons. For example, a customer can visit Hewlett Packards website to harmonize on different types of... If you want to get a full(a) essay, order it on our website: Orderessay

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