Adoption of digital sales force automation tools in supply chain: Customers' acceptance of sales configurators

Perception of Sales Managers, Sales Persons and Customers towards Sales Force Automation Technology in Palestine

In line with the global markets’ current trend, the Palestinian market has recently witnessed consecutive implementations of different sales technologies by leading firms in different industries; one of these technologies is the Sales Force Automation (SFA) technology. However, although the adoption and use of sales technologies have been attractive topics for IT literature over the last two de...

Adoption of Pharmaceutical Sales Force Automation Systems: An Exploratory Study

INTRODUCTION The pharmaceutical industry in the United States spends about $15 billion per year advertising its products to the medical profession [1]. Pharmaceutical detailing, which is using sales representatives to call on physicians to promote products, accounts for about 45 percent of this spending [2]. In order to help sales representatives track sales leads, sales, service requests, and ...

Sales Force Automation Acceptance: An Exploratory Study of the Role of Job Experience

User perceptions of new technologies may ultimately affect their acceptance of that technology. Recent research has identified a clear connection between user perceptions of Sales Force Automation and their acceptance of Sales Force Automation technologies. Anecdotal evidence suggests that relative to less experienced salespeople, more experienced salespeople tend to have more negative percepti...

Sales configurators as means to enhance sales - to - delivery processes of system products

Designing a value-specific model of sales force based on value creation in the sales chain using S-O-R approach

In today's highly competitive market, organizations are constantly seeking new ways to create specific value and competitive advantage. As a strategic and valuable source, sales force can be very effective in forming and creating specific value and improve customer loyalty through adding value and credit to the organization. Despite the impact and importance of this, the role sales force plays ...