Abstract:
This study has conducted on sales automation of the day-to-day activity taken by
distinct departments such as Sales, Supply Chain, Warehouse, Accounts and
Distributors/Dealers involved in selling Fast Moving Consumer Goods (FMCGs) of
an organization. Sales Force refers to the field level Sales Representatives (SRs) and
their supervisors. Sales Force Automation (SFA) is a system used by the sales force
to facilitate the flow of information from the end customer to the company. Most of
the SRs has identified that SFA has increased efficiency by saving time to take order
per outlet, providing knowledge and accurate calculation on promotions, providing
stock position and preparation of order summery. Supervisors also perceived the
efficiency to prepare sales summary and monitor performance. SFA enables SRs to be
smart with devices and get customer insights on-the- go. Change management is the
main hurdle to overcome for successful implementation of SFA. Specially, SRs with
age level 40 and above are less prone to accept change, because they have developed
their own style of work. SFA has become a single point information source for the
organization to accumulate reliable information on sales, inventory and collection.
