IJIMT 2016 Vol.7(4): 137-140 ISSN: 2010-0248
doi: 10.18178/ijimt.2016.7.4.660

Sales Force Automation for Decision Support

Mary Jane B. Arcilla, David Carlo V. Baltazar, Hazel Angeline J. Ng, Marian N. Obillo, and Mark Angelo S. Santiago
Abstract— Sales representatives of pharmaceutical companies are regularly faced with the challenge of achieving high sales performance and productive calls. Every day, they are faced with voluminous amounts of raw data from different sources, which they need to process in order to recommend the right products and quantities that their regular customers should order. An information system that automates sales transactions and provides decision-making support will allow them to perform their work more effectively and efficiently.

Index Terms— customer relationship management, decision support system, sales force automation, sales force management system.

M. J. B. Arcilla is with the Information Technology Department of De La Salle University – Manila, Philippines (e-mail: mary.jane.arcilla@dlsu.edu.ph).
D. C. V. Baltazar and M. N. Obillo is with Hewlett Packard Enterprise, Philippines (e-mail: davidcarlobaltazar@gmail.com, obillo.marian@gmail.com).
H. A. J. Ng is with Accenture, Philippines (e-mail: hazelng_10@yahoo.com).
M. A. S. Santiago is with the De La Salle University – Manila, Philippines (e-mail: markangelos.santiago@gmail.com).

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Cite: Mary Jane B. Arcilla, David Carlo V. Baltazar, Hazel Angeline J. Ng, Marian N. Obillo, and Mark Angelo S. Santiago, " Sales Force Automation for Decision Support," International Journal of Innovation, Management and Technology vol. 7, no. 4, pp. 137-140, 2016.

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