Last modified: 2015-03-06
The topic of this paper is one part of the operational CRM – “sales force automation”, which is a system used by the sales force in a company to facilitate the flow of information from the end customer to the company. The purpose of this paper is to confirm or disprove the presumption that the implementation of the sales force automation has a positive effect on the company’s results. Various international research studies are analyzed to accomplish this. In addition the paper discusses the most frequent issues while implementing the system and suggests factors ensuring successful implementation.