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Introduction Sales Force Automation is a technique of using software to automate the business tasks of sales including order processing contact management information sharing inventory monitoring and control order tracking customer management sales forecast analysis and employee performance evaluationThomas MS Michael SM 1996 This revolution that is sweeping through society is changing the nature of selling For last 150 years traditional selling process bases on the two ways communications that is salespeople to customers customers to salespeople Such face-to-face selling or in-person selling can require a lot of time energy and expense but the payoff can be tremendous Despite all of the new high-tech alternatives an in-person sales presentation is the single most powerful marketing tool in use today National television advertising telemarketing e-mail or print advertising have nowhere near the ability to motivate a particular customer to actually place an order as does face-to-face selling David G H Mckee D 1999 Discussion Face to face communication in sales force Social trends point to the increasing need for face-to-face communication in efforts to change peoples attitudes and behaviors That communication is simply a method of sending a message from one person or group of persons to another which the communication process is the most natural and the most familiar It is direct immediate and responsive We can perceive reactions at once and can modify our own behavior to clarify the message It is vital importance to salespeople whom use this communication tool with their potential buyers of a product with the intention of making a sale also they can focus initially on developing a relationship with the potential customers with an attempt to close the salePyle J 2004 Does face to face is the best way to communicate In the small business Personal selling involves face-to-face interaction between buyer and seller which is a very important part of a stores effect to communicate with its customers Sellers are able to have exclusive
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