Sales Force Automation

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Maryellen O


Date added:

February 3, 2014








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However, as a salesperson is often only capable of being well versed with one product, multiple salesperson who are specialized in different products from the selling organization had to be deployed to meet various customer needs and demands which constitutes the sales force (Webster 1980, cited in Sharma 2007)...
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It is also used as a tool to implement a new marketing strategy known 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 smaller sales force...
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