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CRM-C08 Sales Force Automation 301121
CRM-C08 Sales Force Automation 301121
CRM-C08 Sales Force Automation 301121
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Chapter 8
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3. Services
The services component of the SFA ecosystem is very diverse. When a
SFA project is undertaken, service costs may add significantly to overall
project expenditure. In addition to paying for software and hardware,
SFA project leaders might buy services from providers that re-engineer
selling processes, manage projects, train salespeople, consult on sales
force organizational structure or conduct customer portfolio analysis.
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It seems likely that SFA will have more impact on sales performance
when a number of conditions are met.29 These include:
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