Sales Force Automation: Concepts and Perspectives

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Sales Force Automation (SFA) empowers a sales force with a wide range of tools for managing leads, contacts, opportunities, orders, accounts, etc., while offering productivity improvement, reporting and support capabilities anywhere and at anytime. Besides, advanced SFA capabilities can help in achieve higher sales performance by offering real-time visibility into the sales processes. With improved visibility, sales managers can better manage the sales pipelines, territories and sales teams on a day-to-day basis. Further, SFA also gives away the capabilities for effective demand forecasting, strategic planning, and driving sales revenues.This book tries to present various concepts, benefits, issues, perspectives and a few modern practices relating to SFA. Besides, it offers potential insights required for choosing the SFA solution, addressing peopleâ€™s issues, ensuring successful implementation and promoting user adoption, while also throwing light on various reasons for SFA projects failing. This book will help sales professionals and IT executives to better understand the far-reaching applications, best practices, and implementation insights of SFA.

ABOUT THE AUTHOR S. Jaya Krishna

S. Jaya Krishna holds an MBA degree from Sri Venkateswara University, Tirupati. Earlier, he worked as a faculty member in management at various business schools. At present, he is a faculty member and consulting editor at ICFAI Books, an affiliate of the ICFAI University. He is also the consulting editor for The ICFAI Journal of Supply Chain Management published by the ICFAI University Press. He is a regular contributor of articles to various magazines and journals published by the ICFAI University Press. He has already edited a few books, also published by the ICFAI University Press. His areas of interest are management information system, supply chain management, knowledge management, e business etc.