Organizační a psychologické aspekty zavádění SFA v obchodních firmách.

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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Alternative title:	Organizational and psychological aspects of sales force automation deployment in business companies.
Year of publication:	2007-05-27
Authors:	Vymetal, Dominik
Institutions:	Volkswirtschaftliche Fakultät, Ludwig-Maximilians-Universität München
Subject:	Sales force automation \| Customer relationship management \| SFA design \| organization of sales \| motivation

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Extent:	application/pdf
Series:	MPRA Paper.
Type of publication:	Book / Working Paper
Classification:	D21 - Firm Behavior ; L21 - Business Objectives of the Firm ; L15 - Information and Product Quality; Standardization and Compatibility ; L86 - Information and Internet Services; Computer Software
Source:	RePEc - Research Papers in Economics

Persistent link: https://www.econbiz.de/10005619864