Sales Force Automation - définition. Qu'est-ce que Sales Force Automation
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Qu'est-ce (qui) est Sales Force Automation - définition

AUTOMATION SOFTWARE SYSTEMS
Sales force automation; Sales Force Automation; Sales force automation systems

Sales Force Automation         
<business> (Sales Automation, SFA, SFFA, Sales & Field Force Automation) Software to support sales reps. The software gives sales representitives access to contacts, appointments and e-mail. It is likely to be integrated with {Customer Relationship Management} systems and {Opportunity Management Systems}. (1999-08-20)
sales force         
WIKIMEDIA DISAMBIGUATION PAGE
Sales force (disambiguation)
also salesforce (sales forces)
A company's sales force is all the people that work for that company selling its products. (BUSINESS)
N-COUNT
Sales (accounting)         
OPERATING REVENUES EARNED BY A COMPANY FOR SELLING ITS PRODUCTS OR RENDERING ITS SERVICES
Gross sales; Net sales; Total sales; Sales total
In bookkeeping, accounting, and financial accounting, net sales are operating revenues earned by a company for selling its products or rendering its services. Also referred to as revenue, they are reported directly on the income statement as Sales or Net sales.

Wikipédia

Sales force management system

Salesforce management systems (also sales force automation systems (SFA)) are information systems used in customer relationship management (CRM) marketing and management that help automate some sales and sales force management functions. They are often combined with a marketing information system, in which case they are often called CRM systems.

An SFA, typically a part of a company's CRM system, is a system that automatically records all the stages in a sales process. SFA includes a contact management system which tracks all contact that has been made with a given customer, the purpose of the contact, and any follow up that may be needed. This ensures that sales efforts are not duplicated, reducing the risk of irritating customers. SFA also includes a sales lead tracking system, which lists potential customers through paid phone lists, or customers of related products. Other elements of an SFA system can include sales forecasting, order management and product knowledge. More developed SFA systems have features where customers can actually model the product to meet their needs through online product building systems. This is becoming popular in the automobile industry, where patrons can customize various features such as color and interior features such as leather vs. upholstered seats.

An integral part of any SFA system is company-wide integration among different departments. If SFA systems aren't adopted and properly integrated to all departments, there might be a lack of communication which could result in different departments contacting the same customer for the same purpose. In order to mitigate this risk, SFA must be fully integrated in all departments that deal with customer service management.

Making a dynamic sales force links strategy and operational actions that can take place within a department. the SFA relies on objectives, plans, budget, and control indicators under specific conditions. In order to perform the objectives correctly, specific procedures must be implemented: