Industry specific CRM and Sales Force Automation in developing economies

By S Ramachandran – January 11, 2014
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In developing countries, the demarcation between traditional CRM and Sales Force automation (SFA) would continue to be significant, given the high volume in B2C type of business (a fragmented market spread thin and distributed across a vast country, with diverse potential for business and transactions of lower value) compared to institutionalized low volume, high value B2B sales, in industries such as pharma and FMCG/CPG for example. SFA may be the need of the hour to empower the field Sales team while CRM functionalities cannot be ignored for long term benefits.


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