Impact of Sales Force Automation System on Performance of Salesman: Pakistani Companies’ Perspective
Rapid growth in advance technologies has changed the life of sales force. Sales Force Automation (SFA) is marketing tool which provides the functions to sales team and managers to monitor sales, forecast sales and analyze employee performance. Acceptance of the SFA tools such as phone, pagers, wire...
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| Main Authors: | , |
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| Format: | Article |
| Language: | English |
| Published: |
Sir Syed University of Engineering and Technology, Karachi.
2019-06-01
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| Series: | Sir Syed University Research Journal of Engineering and Technology |
| Online Access: | http://www.sirsyeduniversity.edu.pk/ssurj/rj/index.php/ssurj/article/view/111 |
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| Summary: | Rapid growth in advance technologies has
changed the life of sales force. Sales Force Automation (SFA) is
marketing tool which provides the functions to sales team and
managers to monitor sales, forecast sales and analyze employee
performance. Acceptance of the SFA tools such as phone, pagers,
wireless devices etc., in sales tasks will remain an issue for sales
force. Researcher wants to investigate the impact of SFA system
on performance of salesman from Pakistani Fast Moving
Consumer Goods (FMCG) perspective. They have selected 162
salespersons from Lahore based companies (who are using
automated sales devices), and sample size and MANOVA
(Multivariate Analysis of Variance) were utilized to find out the
relationship between independent and dependent variables. It
has found that SFA system has positive relationship with
improvement in performance and sales of salesforce.
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| ISSN: | 1997-0641 2415-2048 |