Compaq Computer Corp. gave each of its sales people fully equipped home sales offices with a notebook computer, fax machine, copier, and two phone lines to give them immediate access to all data any sales person might need to make a sale. By spending some $8,000 to equip more than 200 offices, Compaq was able to close three regional offices and save $10 million in staff salaries and rent annually. This is an example of how a company can use _____ to improve the efficiency of the sales operation.

Question

Quizplus · Accepted Answer

This scenario describes Sales Force Automation (SFA), where technology is used to equip sales personnel with the tools they need to work more efficiently, in this case, enabling them to work remotely with full access to necessary data and equipment.