Impediments to sales force automation

被引：26
|
作者：
Honeycutt, ED [1 ]
Thelen, T
Thelen, ST
Hodge, SK
机构：
[1] Elon Univ, Love Sch Business, Elon College, NC 27244 USA
[2] Frank G Zarb Sch Sch Business Mkg & Int Business, Hempstead, NY 11549 USA
来源：
INDUSTRIAL MARKETING MANAGEMENT | 2005年 / 34卷 / 04期
关键词：
sales force automation; technology acceptance; sales force management; sales strategy;
D O I：
10.1016/j.indmarman.2004.09.012
中图分类号：
F [经济];
学科分类号：
02 ;
摘要：
Sales force automation (SFA) occurs when firms adopt technology to improve the efficiency and effectiveness of sales-related activities. Research has shown, however, that 55--75% of SFA projects fail. This paper first identifies and explains impediments that exist in three SFA areas: planning, communication, and evaluation. The high failure rate of SFA can also be explained by gaps that exist, between the sales force and management, in SFA perceptions and goals. Finally, after discussing each of these areas, study implications a.-e provided to sales managers and suggestions are offered for future research. (c) 2005 Elsevier Inc. All rights reserved.
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页码：313 / 322
页数：10
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