Sales force appraisal system: integration and automation

Authors

Prakash Vel, University of WollongongFollow
Amith Raman, Sales Analyst, UAE

RIS ID

100524

Publication Details

Vel, K. Prakash. & Raman, A. 2015, 'Sales force appraisal system: integration and automation', in U. Akkucuk (eds), Handbook of Research on Developing Sustainable Value in Economics, Finance, and Marketing, IGI Global, United States. pp. 374-388. http://www.igi-global.com/book/handbook-research-developing-sustainable-value/110042

Additional Publication Information

ISBN: 9781466666368

Abstract

Performance appraisal is an important control tool in all functional areas of an organization, more so in sales management, as it is an important area to be considered for an organization's bottom line, sales revenue, and profits. Having an integrated and holistic approach to a Sales Force Appraisal System (SFAS) is useful for motivating and retaining the sales force in a competitive environment, particularly with the use of IT in the appraisal process, referred to in the current context as automated SFAS. In this chapter, the authors look at the importance of such a system and how this approach has helped reap benefits in one of the organizations in the pharmaceutical industry. This model has immensely transformed the organization's environment into a high sales performance culture. Additionally, this model can serve as an addition to the existing literature on sales force performance appraisal and its role on sales management.