Sales Force Automation

Sales Force Automation

Als Sales Force Automation (SFA) werden Vertriebsinformationssysteme, also eine computergestützte Vertriebsautomation, bezeichnet. Das Verkaufspersonal hat per Computer Zugang zu den Kundendaten und kann die Kunden somit effektiver beraten.

SFA beinhaltet unter anderem folgende Vorgänge:

  • Verkauf (im eigentlichen Sinne)
  • Verarbeitung der Bestellungen
  • Organisation der Kunden und Kontakte
  • Informationsmanagement
  • Kontrolle über das Inventar
  • Verfolgen von Bestellungen
  • Umsatzvorhersagen
  • Auswertung der Angestellten ("Performance")

SFA wird oft synonym mit Customer-Relationship-Management (CRM) verwendet; der Term CRM impliziert jedoch nicht zwingend eine Automatisierung der Vorgänge.


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