Open AccessImpact of Sales Force Automation System on Performance of Salesman: Pakistani Companies’ Perspective
Author(s) -
Adeel Naqvi,
Imad-ud-din Akber
Publication year - 2019
Publication title -
sir syed university research journal of engineering and technology
Language(s) - English
Resource type - Journals
eISSN - 2415-2048
pISSN - 1997-0641
DOI - 10.33317/ssurj.v9i1.111
Subject(s) - pager , multivariate analysis of variance , sales management , perspective (graphical) , sales force , sample (material) , business , marketing , phone , variance (accounting) , mobile phone , computer science , telecommunications , accounting , linguistics , chemistry , philosophy , chromatography , machine learning , artificial intelligence
Rapid growth in advance technologies haschanged the life of sales force. Sales Force Automation (SFA) ismarketing tool which provides the functions to sales team andmanagers to monitor sales, forecast sales and analyze employeeperformance. Acceptance of the SFA tools such as phone, pagers,wireless devices etc., in sales tasks will remain an issue for salesforce. Researcher wants to investigate the impact of SFA systemon performance of salesman from Pakistani Fast MovingConsumer Goods (FMCG) perspective. They have selected 162salespersons from Lahore based companies (who are usingautomated sales devices), and sample size and MANOVA(Multivariate Analysis of Variance) were utilized to find out therelationship between independent and dependent variables. Ithas found that SFA system has positive relationship withimprovement in performance and sales of salesforce.