Using Sales Force Automation to Penetrate Management Intent

A Case Study of a Termite Prevention Company

Abstract

This study examines the dissemination of managerial intent throughout the process of implementing and utilizing Sales Force Automation (SFA) as a solution to address the sales challenges faced by a termite control company. The focus is placed on how the company's executive initiates and guides the adoption of this sales support tool to resolve operational issues. The paper first outlines the specific sales-related problems encountered by the termite control company and then evaluates the effectiveness of SFA in addressing these challenges. Furthermore, it investigates the process through which the executive's strategic intent is conveyed to and embraced by the employees, offering insight into one critical aspect of this diffusion process.