Optima Business Group: Leveraging Information Technology for Salesforce Enablement
商品編號：9B15A021
出版日期：2015/04/29
再版日期：
商品來源：
商品主題：International Business; Marketing
商品類型：Case (Gen Exp)
涵蓋議題：Automation;sales and distribution;consumer packaged goods;India
難易度：4 - Undergraduate/MBA
內容長度：11 頁
地域：India
產業：Retail Trade
事件年度：2014
Optima Business Group (OBG), a consumer packaged goods firm, achieved significant improvements in its sales and distribution processes through the implementation of sales force automation (SFA). The implementation was carried out in the urban markets of OBG, but it was not an easy journey. The chief technology officer has to decide whether OBG should implement SFA in its rural markets and, if so, how it should be executed. What are the risks and benefits of implementing the system? Competitors are fast leveraging information technology in other functions such as finance, HR and vendor management and OBG needs to catch up. Finally, competitors of OBG are adopting innovative methods to share the costs of IT implementation (e.g., handheld devices) with their partners. Faced with different options, and a unique terrain of conducting business in the emerging economy of India, the chief technology officer has to decide on OBG’s future IT strategy.
教學手冊：Optima Business Group: Leveraging Information Technology for Salesforce Enablement - Teaching Note
補充材料：