Organizační a psychologické aspekty zavádění SFA v obchodních firmách
[Organizational and psychological aspects of sales force automation deployment in business companies]
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.
|Date of creation:||27 May 2007|
|Date of revision:|
|Publication status:||Published in acta academica karviniesia 1 (2007): pp. 228-237|
|Contact details of provider:|| Postal: Ludwigstraße 33, D-80539 Munich, Germany|
Web page: https://mpra.ub.uni-muenchen.de
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