Essay Discuss the Advantage and Disadvantage of Sfa

702 Words Oct 15th, 2012 3 Pages
Sales force automation (SFA) is an integrated system of computer software and hardware that performs routine sales functions. Within Customer Relationship Management, Sales force Automation (SFA) is used to automate functions of sales and sales force management (). SFA is an integrated system of computer software and hardware that performs sales functions. The use of SFA has many advantages for both sales managers and can give the company a competitive advantage over its competitors. However, SFA is not advantageous for all companies.

The most primary function of SFA is that it ties together sales functions such as expense reports, sales call scheduling, territory management, team selling material, sales tracking, and so forth (). This
…show more content…
The use of SFA technology requires training in order to be proven as productive. The sales force needs to be competent with the SFA technology otherwise can cause problems with efficiency. In addition industries with a disabled employees such as the vision impaired may struggle to operate the system such as…

Due to the increase in productivity created by the SFA program, salespersons may feel less secure about the future of their job. This could potentially lower motivation and impact productivity of the system.

For firms that customers won’t realize the added value of SFA, this would make SFA unnecessary due to it is based on building customer relationships. For example…

Therefore firms need to do an analysis of costs and potential profit of implementing Sales Force Automation. SFA is not suitable for every firm as mentioned above and sufficient training needs to be done to ensure firms make the maximum benefit from the program.

Training >ergonomic

Therefore despite being an effective and efficient way of improving productivity and profit margins, Sales Force Automation is not ideal for every company. Apart from the SFA being ergonomic for the workforce, substantial training should be done to ensure productivity is increased. In order to address the disadvantage sales managers need to show the sales people the benefits of CRM and

Related Documents