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Impediments to sales force automation |
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| Authors: | Earl D Honeycutt Jr Tanya Thelen Sharon K Hodge |
| Institution: | a Love School of Business, Elon University, Elon, NC 27244, United States b Frank G. Zarb School of Business, Marketing and International Business, Weller Hall Room 114, 134 Hofstra University, Hempstead, NY 11549-1340, United States c Love School of Business, Elon University, Elon, NC 27244, United States |
| Abstract: | Sales force automation (SFA) occurs when firms adopt technology to improve the efficiency and effectiveness of sales-related activities. Research has shown, however, that 55-75% of SFA projects fail. This paper first identifies and explains impediments that exist in three SFA areas: planning, communication, and evaluation. The high failure rate of SFA can also be explained by gaps that exist, between the sales force and management, in SFA perceptions and goals. Finally, after discussing each of these areas, study implications are provided to sales managers and suggestions are offered for future research. |
| Keywords: | Sales force automation Technology acceptance Sales force management Sales strategy |
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