Organizační a psychologické aspekty zavádění SFA v obchodních firmách

Organizational and psychological aspects of sales force automation deployment in business companies

Dominik Vymetal

MPRA Paper from University Library of Munich, Germany

Abstract: The purpose of this article is to point out that SFA deployment is not an IT challenge only, but it concerns the topics of pschychology, team communication and management and last but not least the necessity of top management support . Some suggestions how to solve these challenges are presented. Difficulties that might be encountered durnig the deployment phase of an SFA project are demonstrated by the statistics of first productive months in a sales company.

Keywords: Sales force automation; Customer relationship management; SFA design; organization of sales; motivation (search for similar items in EconPapers)
JEL-codes: D21 L15 L21 L86 (search for similar items in EconPapers)
Date: 2007-05-27
References: View complete reference list from CitEc
Citations:

Published in acta academica karviniesia 1 (2007): pp. 228-237

Downloads: (external link)
https://mpra.ub.uni-muenchen.de/11022/1/MPRA_paper_11022.pdf original version (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:pra:mprapa:11022

Access Statistics for this paper

More papers in MPRA Paper from University Library of Munich, Germany Ludwigstraße 33, D-80539 Munich, Germany. Contact information at EDIRC.
Bibliographic data for series maintained by Joachim Winter ().