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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]

Listed author(s):
  • 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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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
Publication status: Published in acta academica karviniesia 1 (2007): pp. 228-237
Handle: RePEc:pra:mprapa:11022
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