Sales Intelligence Solution and Sales Force Automation


The concept explores the two processes that utilise technologies, applications and practices for the collection and presentation of sales information and to track and automate sales processes.

Technique Overview

Sales Intelligence Solution and Sales Force Automation

Sales Intelligence Solution and Sales Force Automation Definition

Sales intelligence (SI) refers to technologies, applications and practices for the collection, integration, analysis, and presentation of information to help Sales keep up to date with clients and prospect data. One of the solutions, Sales Force Automation (SFA), involves utilising information technology to automatically track all the stages of the sales process (Pride and Ferrell, 2011) and transform repetitive tasks into automated processes (Agnihotri, 2010).

Sales Intelligence Solution and Sales Force Automation Description *

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Business Evidence

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Examples of Sales Intelligence Solution and Sales Force Automation *

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Business Application

Sales Intelligence Solution and Sales Force Automation Implementation *

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Professional Tools

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Further Reading

Sales Intelligence Solution and Sales Force Automation Web Resources *

Sales Intelligence Solution and Sales Force Automation Print Resources *

Sales Intelligence Solution and Sales Force Automation References (4 of up to 20) *

  • Agnihotri, R. (2010) Effective Sales Force Automation and Customer Relationship Management: A Focus on Selection and Implementation. Business Expert Press.
  • Carlopio, J. (2003) Changing Gears: The Strategic Implementation of Technology. Palgrave Macmillan.
  • Chillingworth, M. (2009) Managing COLT services. CIO UK, Sep 9th. [Onloine] Available at: (www.cio.co.uk/article/3200151/managing-colt-services/?pn=2) [Accessed 17 December 2012].
  • Columbus, L. (2012) What's Hot in CRM Applications (2012) Forbes.com, Apr 24th. [Online] Available at: (www.forbes.com/sites/louiscolumbus/2012/04/23/whats-hot-in-crm-applications-2012/) [Accessed on 17 December 2012].

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