Sales Force Automation Chapter 4 The CRM H in addition to book SFA Sales Force Automation F
Adams, Mike, Faculty Advisor has reference to this Academic Journal, PHwiki organized this Journal Sales Force Automation Chapter 4 The CRM H in addition to book SFA Sales Force Automation Focus on cultivating customer relationships in addition to Improving customer satisfaction Scenario Number One Scenario Number Two The Ever-Evolving SFA Early 1990s companies with field sales as long as ces were faced with tremendous amounts of customer in as long as mation. Software vendors realized this unmet in addition to unrecognized need. Info about customers was kept in little black books that left with the sales reps.
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The Promise of SFA Putting account in as long as mation directly in the h in addition to s of field sales staff. Making them responsible as long as it with the promise of Making them more productive. Synchronize in as long as mation with the corporate client/server database. Sales Force Automation Tools Sales Process/Activity Management Include a sequence of sales activities Guide sales reps through each discrete step in the sales process Opportunity Generated Opportunity Generated Lead allocated Prospect contacted Prospect qualified Solution identified Order placed Sales process Sales activity Sales Force Automation Tools Sales Process/Activity Management (cont) Offer calendars to assist in the planning of key customer events Proposal presentations Product demonstrations Alarm Reminders Signal important tasks Generate documents as they are needed Make decisions based on the users input Generate a mailing suggestions
Sales Force Automation Tools Sales in addition to Territory Management Tools that enable sales managers in addition to executives on-dem in addition to access to sales activities Be as long as e, during in addition to after the order Enables managers to set up sales teams in addition to link individual accounts, regions in addition to industries. Allows tracing of territory assignments in addition to monitor pipelines in addition to leads as long as individual territories. Allows optimization of individual teams Sales Force Automation Tools Contact Management Deals with organizing in addition to managing data across in addition to within a companys client in addition to prospect organizations. See p. 84 of the types of questions that can be answered with this tool. Sales Force Automation Tools Lead Management Also known as opportunity management in addition to pipeline management Track customer account history Monitor leads Generate next steps in addition to Refine selling ef as long as ts online Allows sales management to automatically distribute client leads to a field or telemarketing rep based on the res product knowledge or territory
Sales Force Automation Tools Configuration Support Automatically factors in complex customer attributes in addition to requirements to build a solution from scratch Among the companies who may use such tools Computer technology vendors Appliance manufacturers Telephone companies Knowledge Management Many CRM tools geared to SFA include functions specific to accessing in addition to conversing on a range of corporate documentation to supplement sales ef as long as ts in addition to provide fast data during the heat of a sale. SFA in addition to Mobile CRM From Client/Server to the Web SFA functionality now rests on a headquarters Web server running CRM software Eliminates the traditional support costs of managing communications Resource expenses are less than those needed to support the old client/server mode.
SFA in addition to Mobile CRM From Client/Server to the Web Simplifies access by allowing a company to outsource remote access to the ISP Laptop config in addition to support costs are reduced It staff now manage in addition to protect critical customer data in a central location at headquarters Risk of deleted files, smashed laptops, or lost sales reps are dramatically reduced. SFA in addition to Mobile CRM SFA Goes Mobile Support as long as h in addition to held devices is the next step in the evolution. According to the Aberdeen Group, 74 million people will have access to the Web via wireless technology by the year 2004. PDAs Cell phones Web Phones Two-way pagers Tablet PC, Etc. SFA in addition to Mobile CRM Benefits of Mobile CRM Requires much less time than traditional fax or email Field staff have access to info in addition to can update making companies smarter about their customers Real time alert about vital customer events Just-in-time personalized messages Provides field staff with access to vase amounts of in as long as mation
SFA in addition to Mobile CRM New wireless protocols such as WAP Bluetooth New st in addition to ard as long as short-range wireless communications Research the various wireless protocols in addition to Bluetooth Sales Force Automation Tools Field Force Automation (FFA) Part customer service in addition to part sales as long as ce automation Also known as field service management Field technicians receive dispatch orders via their PDAs, pagers, in addition to cell phones Making use of these same devices during the actual repair. An SFA Checklist as long as Success Underst in addition to how SFA will help, in addition to enlist salesperson stakeholdership at the beginning Initial requirements gathering Rollout tool Communicate the value to the sales as long as ce up front Invest in- in addition to en as long as ce-training.
An SFA Checklist as long as Success Beware of inherent sales processes packaged into SFA tools Customize YOUR sales process Underst in addition to the infrastructure necessary to support wireless technologies Let SFA use affect sales compensation. Change hiring practices in addition to job role descriptions to include use of CRM Case Study: Hewlett Packard
Adams, Mike Faculty Advisor
Adams, Mike is from United States and they belong to KSJS-FM and they are from San Jose, United States got related to this Particular Journal. and Adams, Mike deal with the subjects like Jazz; Music; Music Programming
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