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Organizační a psychologické aspekty zavádění SFA v obchodních firmách
[Organizational and psychological aspects of sales force automation deployment in business companies]

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Author Info

  • Vymetal, Dominik

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.

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File URL: http://mpra.ub.uni-muenchen.de/11022/
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Bibliographic Info

Paper provided by University Library of Munich, Germany in its series MPRA Paper with number 11022.

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Date of creation: 27 May 2007
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Handle: RePEc:pra:mprapa:11022

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Related research

Keywords: Sales force automation; Customer relationship management; SFA design; organization of sales; motivation;

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