Mobile Sales Force Automation: How It Works

Originally Published MX November/December 2004

INFORMATION TECHNOLOGIES

The technology begins with information stored in the medical device manufacturer's corporate systems: customer contact data, contract pricing, product catalogs and marketing material, technical specifications, testing and clinical performance data, and the like. To get these resources into the hands of field sales personnel, the manufacturer subscribes to the mobile SFA technology through a service provider and purchases personal digital assistants (PDAs) for the sales team. The SFA software company can provide software installation, training, product enhancements, and technical support.