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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]


  • 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.

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  • Vymetal, Dominik, 2007. "Organizační a psychologické aspekty zavádění SFA v obchodních firmách
    [Organizational and psychological aspects of sales force automation deployment in business companies]
    ," MPRA Paper 11022, University Library of Munich, Germany.
  • Handle: RePEc:pra:mprapa:11022

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    References listed on IDEAS

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    More about this item


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

    JEL classification:

    • D21 - Microeconomics - - Production and Organizations - - - Firm Behavior: Theory
    • L21 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Business Objectives of the Firm
    • L15 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Information and Product Quality
    • L86 - Industrial Organization - - Industry Studies: Services - - - Information and Internet Services; Computer Software


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