The advantages and disadvantages of sales force automation.

Introduction. Sales Force Automation is a technique of using software to automate the business tasks of sales, including order processing, contact management, information sharing, inventory monitoring and control, order tracking, customer management, sales forecast analysis and employee performance evaluation(Thomas, M.S & Michael, S.M 1996). This revolution that is sweeping through society is changing the nature of selling. For last 150 years, traditional selling process bases on the two ways communications, that is salespeople …

…build the trust, product value and satisfy customer needs in the entire selling process (Selling a car, 2004 & Business Family Champion, 2005). Although SFA has changed the way of both selling and purchasing process, customers have more choice than ever before, as their can choice any thing by the click of a mouse. Yet face to face communication is the only way that salespeople can build a real trust, and interpersonal relationship in human's life.