The sales force of an enterprise is the set of resources (human or material) working directly or closely connected with her work. The discipline of management responsible for managing these resources is the direction of sales. Therefore, sales management is committed to strategically define the role and objectives of the sales force, create the sales plan and implant, therefore, is responsible for selecting a team of people, forms, remunerated, encourage, control and adopt measures necessary to achieve renewal of the goal. The sales force must be integrated into a comprehensive marketing plan to help improve the contribution of marketing in the company and the information flow from the enterprise market and vice versa. New technologies have made the manual control to derive new management, reporting and administration of the activity, such as CRM.Systems Sales Force Automation (SFA, Sales Force Automation Systems), typically a part of customer management system (CRM) company, is a system that automatically records all the stages in a sales process. SFA includes a contact management system, which tracks all contact that has been made with a given client, the purpose of the contact, and any follow up as necessary. This ensures that no duplication of sales efforts, eliminating the risk of irritating customers.

The SFA also includes a tracking system sales, which lists potential customers through paid phone lists, or customers of related products. Other elements of an SFA system can include sale sales forecasting, order management and product knowledge.More developed SFA systems have features where customers can actually model the product to meet their needs through building systems products online. This is becoming popular in the automotive industry, in which employers can customize various features such as color and interior of the vehicle. A key part of any SFA system is company wide integration among different departments. If nothing is done and properly integrated systems Sales Force, a lack of communication, it could happen that several departments contacting the same customer and for the same reason. To mitigate this risk, the SFA must be fully integrated in all departments responsible for administering the customer service..