Sales Force Automation (Information Technology) Performance and Organisational Profitability

¹EGBERI AGBARHA KELVIN AND ²EDITH O. EGBERI

¹Department of Business Administration and Management, Delta State Polytechnics, Ozoro

²Department of Accounting Delta State Polytechnics, Ozoro

E-mail: Kelvinegberi76@gmail.com

ABSTRACT

This paper examines the impact of sales force Automation (information technology) on the organization efficiency and performance. The study is a survey research design with a sample size of 135 employees randomly selected from Friesland  Nig. Plc. (maker of peak milk) and promasidor Nig. Plc (Makers of cowbell, Loyal, Milksi Milk) in Nigeria i.e. 65 employees of promasidor Nig. Plc and 70 employees of Friesland Nig. Plc. An instrument titled sales force  Automation (information technology) towards  the performance of employees; five hypothesis and one research question was formulated to guide the study. Descriptive Statistics (Pearson correlation) was used to analyze the research question why Pearson correlation was used to test the significance difference relation to the hypothesis at 0.05 level of significant. The result of the analysis shows among others that the sales force organization profitably has been increased as a result of the adoption of new and emerging automation  (Technology) that if employee aptitude level is high, the will perform better, that automation (Information Technology) cause higher satisfaction level of employees. In conclusion, the exploratory study suggest for the positive relationship between information technology and sales performance.