Learn in the textbookInformation Systems for Distribution and Retail
DefinitionSFA (sales force automation) is an information system that gathers each sales rep's dealings with customers, deal progress, and sales know-how in one place so the sales department can share them and support its work.
ExplanationSales information tends to stay in a rep's notebook or memory, and it can be lost when the account changes hands. SFA puts it into a database so managers and other reps can see the same information. Managers can check the status of each deal and step in early to help reps who need it.
AnalogyIt is like merging each rep's private sales diary into one shared notebook that everyone in the department can write in and read.
Memory hookShort for Sales Force Automation. A sales force is a company's sales team, so the name reads as a tool for automating and streamlining that team's work.