Abstract:
The aim of this study is factors affecting the use of data capturing (sales force automation)
technology and its effect on business efficiency of DKT/E.The study was employed qualitative
and quantitative research design. Data analysis was conducted using descriptive and regression
statistical methods to measure the factor affecting the use of sales data capturing device and its
benefit. The findings of the study suggested that perception to use technology is the most
important affecting the use of data capturing technology and its effect on business efficiency in
terms of improving workload, sales data quality, communication and coordination and planning
and performance monitoring as well as decision making. Level of education and continues
follow-up also significantly affect the use of Sales Force Automation device but these factors are
less important than perception in determining and predicting the use and benefit of technology.
The study does not show employees’ work experience and sales skill as important parameters in
affecting the use and benefit of sales data capturing technology. Conclusive of this study that an
array of information technology tools such as sales data capturing device DKT/E employed,
prompts sales force to engage in more thorough planning behaviors, enhance their
communication with managers and coworkers, effective planning and performance monitoring.
The study recommended that DKT/E continue investing on and support its sales force to fully
adopt technology for high level of data accuracy, monitoring and decision making. Particularly
building positive perception, level of education and continues follow-up are key factor for
realizing the importance of the technology in its organizational efficiency. In addition to this the
study will use as a base for further related studies.
