問13
頻出度★★☆
SFAの目的に関する記述として, 適切なものはどれか。
平成27年度 春期 ITパスポート試験 問13
ストラテジ系ビジネスインダストリ › ビジネスシステム
This question's explanation and your answers so far.
解説
問 13
Incorrectア
Linking the market needs obtained through sales activities to product improvement is a purpose belonging to the area of product development or marketing. Information gathered by SFA may end up being useful for improving products, but the purpose of SFA itself is to make sales activities efficient and to manage them, not to improve products.
Incorrectイ
Reviewing one's own company by analyzing the performance and organization of other excellent companies is a description of benchmarking. It is a management technique that sets improvement targets by comparing with outstanding external examples, and it is a different concept from SFA, which accumulates and shares a company's own sales information.
- ウ
正解 SFA (Sales Force Automation) is translated as a sales support system. It is a mechanism that uses IT to accumulate in one place the knowledge and know-how that individual sales staff tend to keep to themselves — customer information, the progress of deals, and successful cases — and to share it across the entire sales department. This curbs the variation in results caused by differences in individual ability, and it lets managers grasp the status of deals in real time, so the effect obtained is an improvement in the efficiency and management level of sales activities. Choice ウ states exactly this content, and it is the appropriate description of the purpose of SFA.
Incorrectエ
Reviewing, on the basis of sales information, the whole series of processes from material procurement through production, distribution, and sales in order to optimize overall inventory is a description of SCM (Supply Chain Management). Because its target is the entire supply process spanning multiple companies, both its purpose and its scope differ from SFA, which supports the activities of the sales department.
ここがポイント
- SFA (Sales Force Automation) = a sales support system: a mechanism that accumulates customer information, deal histories, and sales know-how, shares them across the organization, and thereby improves the efficiency and management level of sales activities.
- Distinguishing confusable terms: benchmarking (improvement through comparison with other companies), SCM (optimizing the supply process from procurement to sales), and CRM (strengthening relationships with customers over the long term) must not be confused with SFA.
用語