A company has approached you for advice due to problems experienced while attempting to convince their salespeople to adopt and effectively utilize sales force automation (SFA) technology. What managerial advice would you provide the company, in communicating with its sales force, to reduce those problems and increase the efficacy of its use? Discuss the benefits of SFA for its key competitors and the growing capabilities gap. Position the benefits of SFA from the perspective of buyers and their satisfaction. Explain the benefits of SFA for management tracking and oversight. Communicate the benefits of SFA adoption on performance for each individual salesperson.

A company has approached you for advice due to problems experienced while attempting to convince their salespeople to adopt and effectively utilize sales force automation (SFA) technology. What managerial advice would you provide the company, in communicating with its sales force, to reduce those problems and increase the efficacy of its use? Discuss the benefits of SFA for its key competitors and the growing capabilities gap. Position the benefits of SFA from the perspective of buyers and their satisfaction. Explain the benefits of SFA for management tracking and oversight. Communicate the benefits of SFA adoption on performance for each individual salesperson.

Marketing

20th Edition

ISBN:9780357033791

Author:Pride, William M

Publisher:Pride, William M

Chapter18: Personal Selling And Sales Promotion

Section: Chapter Questions

Problem 2DYMP

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