Sales Management

1.0 Introduction Sales force automation is involving in all activities in sale department which include customer management, information sharing and other else, to boost up with the software. It is easy to connect between the organization and the sales manager trough this software. Sale force automation can be showed with difference style when connect with difference technology. For example, ATM is a type of sales force automation software that help the bank to satisfy the customer need which can be respond rapidly. For current business environment, technology is a trend for making business better. It will help the sales manager to increase the productivity and efficiency for serving customer. Due to current intensive competitive environment, companies are finding the new way to enhance their market position. It enables development efficient and effective customer-focused strategies and detailed promotional programs (Hansotia, 2002; Kim and Kim, 2009; King and Burgess, 2008). There is nothing prefect in the world, it still have some problems when applied to the organization. This report is going to discuss the advantage and disadvantage of the sales force automation. 2.0 The advantage of sale force automation 2.1 improving the communicate channel The software can improve the communicate channel in the organization and the customer. It is easy for the sales manager organizing and developing the overall sales process (Harris and Pike 1996). There are showing difference benefit when the sales force automation. This benefit was different to each groups of user within the organization (Francis et al. 2006). Harris and Pike (1996) also mention that applying the sales force automation, will improve the communicate with the headquarters, the flexibility of managing sales and retain the customers relationship. For example, Sonic, a big organization in the Sarawak and headquarter is located in Sibu. The company was mass up caused by information delay and