Advanced Search
MyIDEAS: Login to save this paper or follow this series

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


Author Info

  • Vymetal, Dominik


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.

Download Info

If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
File URL:
File Function: original version
Download Restriction: no

Bibliographic Info

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

as in new window
Date of creation: 27 May 2007
Date of revision:
Handle: RePEc:pra:mprapa:11022

Contact details of provider:
Postal: Schackstr. 4, D-80539 Munich, Germany
Phone: +49-(0)89-2180-2219
Fax: +49-(0)89-2180-3900
Web page:
More information through EDIRC

Related research

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

Find related papers by JEL classification:


No references listed on IDEAS
You can help add them by filling out this form.



This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.


Access and download statistics


When requesting a correction, please mention this item's handle: RePEc:pra:mprapa:11022. See general information about how to correct material in RePEc.

For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Ekkehart Schlicht).

If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

If references are entirely missing, you can add them using this form.

If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.

If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.

Please note that corrections may take a couple of weeks to filter through the various RePEc services.