1. Sales Force Automation

2. SFA – Sales Force Automation  Focus on cultivating customer relationships and  Improving customer satisfaction  Scenario Number One  Scenario Number Two

3. The Ever-Evolving SFA  Early 1990’s companies with field sales forces were faced with tremendous amounts of customer information.  Software vendors realized this unmet and unrecognized need.  Info about customers was kept in “little black books” that left with the sales reps.

4. The Promise of SFA  Putting account information directly in the hands of field sales staff.  Making them responsible for it with the promise of…..  Making them more productive.  Synchronize information with the corporate client/server database.

5. 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 Lead allocated Prospect contacted Prospect qualified Solution identified Order placed Sales process Sales activity

6. 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 user’s input  Generate a mailing suggestions

7. Sales Force Automation Tools  Sales and Territory Management  Tools that enable sales managers and executives on-demand access to sales activities  Before, during and after the order  Enables managers to set up sales teams and link individual accounts, regions and industries.  Allows tracing of territory assignments and monitor pipelines and leads for individual territories.  Allows optimization of individual teams

8. Sales Force Automation Tools  Contact Management  Deals with organizing and managing data across and within a company’s client and prospect organizations.  See p. 84 of the types of questions that can be answered with this tool.

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