Discuss the Affect of Sales Force Automation (SFA) and the Internet

question 54

Essay

Discuss the affect of Sales Force Automation (SFA) and the Internet on the personal selling function. How can these tools help the salesperson and the customer? Are they any drawbacks to these tools?

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Definitions:

Five-factor Model

A model that describes personality using five broad dimensions: openness, conscientiousness, extraversion, agreeableness, and neuroticism.

Everyday Behaviors

The typical actions or reactions of individuals in their daily life.

Learned Responses

Reactions or behaviors that are acquired through experience or conditioning rather than being innate.

Archetypes

Universal, inborn models of people, behaviors, or personalities that play a role in influencing human behavior, as identified by Carl Jung.