Issues concerning adoption and use of sales force automation in the agricultural input supply sector
✍ Scribed by Kim Harris; John Pike
- Publisher
- John Wiley and Sons
- Year
- 1996
- Tongue
- English
- Weight
- 806 KB
- Volume
- 12
- Category
- Article
- ISSN
- 0742-4477
No coin nor oath required. For personal study only.
✦ Synopsis
In this article, major issues concerning the adoption and use of sales force automation (SFA) are examined via a survey of agribusiness salespeople. Basic objectives include determining the extent of adoption of SFA by salespeople employed in the agricultural input supply sector, the impact o f SFA on field sales, and barriers that inhibit the adoption and efective use of SFA.
Respondents ' replies suggest that while salespeople in the agricultural input supply sector are basically happy with the benefits of SFA, they are discovering that increased selling time may be a myth. Managerial implications are discussed. 01996