1. Copyright © 2004, Yokogawa Indonesia YIN-CMK 1.Managing Lead Generation 8.Doing It From Anywhere And At Anytime 2.Moving Opportunities Down The Pipeline 3.Reducing Your Cost Of Sales 4.Using Customer Data To Your Advantage 5.Eliminating Revenue Surprises 6.Allows Management to view selling Process 7. Time saving sales forecast method

2. Copyright © 2004, Yokogawa Indonesia YIN-CMK Create A Time-Sensitive Series Of Steps That Salesperson Can Follow When Working An Opportunity CHALLENGE Action Plans. This Provides The Ability To Define A Structured Series Of Actions That Salespeople Can Follow When Working An Opportunity. Each Step Is Defined To Include The Action Definition, Responsible Party, Target Date, And Action Notes. A build-in tool to quantify the effort of sales based on Hit rate and historical bench mark in sales achievement. CORRESPONDING CAPABILITY

3. Copyright © 2004, Yokogawa Indonesia YIN-CMK Enable Salespeople To More Efficiently Manage Their Personal Time And Tasks CHALLENGE An Integrated Time Management System. Defining the bench mark of individual sales basing on number of visits plan. This Allows Salespeople To Quickly Identify What They Have To Accomplish On Each Day, And Be Automatically Alerted To Specific Tasks (And Opportunities) That Require Their Attention. A build-in planning calendar for alerting opportunities and plan CORRESPONDING CAPABILITY

4. Copyright © 2004, Yokogawa Indonesia YIN-CMK Provide Sales Managers With The Ability To Quickly Assign Incoming Leads To Sales Staff and keep track of their action plan on assigned accounts. CHALLENGE Automatic Lead Assignment. This Lets Managers Quickly Distribute Leads Either On An Individual Basis, Or Via A Mass Lead Assignment Process. Lead Selection Is Possible Based On Any Combination Of Criteria, Such As Territory, Product, Industry, etc CORRESPONDING CAPABILITY

5. Copyright © 2004, Yokogawa Indonesia YIN-CMK Keeping Track Of Which Customers buying history as References in selling and building additional rapport; Tracking How And When To Use These References. CHALLENGE Customer Reference-Ability And Reference History Tracking. This Enables Organizations To More Judiciously Use The Reference History to target pricing strategy and maintain discount profile integrity as a structured system based selling instead of sales person dependent selling. This helps to maintain and establish quality Accounts and customer rapport. CORRESPONDING CAPABILITY

6. Copyright © 2004, Yokogawa Indonesia YIN-CMK Incremental Selling To Multiple Branches Or Divisions Of The Same Organization. CHALLENGE Multi-Tiered Organization Hierarchy Support. This Allows Sales Staff To Track The “Parent-Child” Relationships Between Multiple Organizations And Ensure That Products And Services Can Be Cross-Sold And Thus Prevent Competitors From Acquiring Footholds In Isolated Branches Or Divisions. CORRESPONDING CAPABILITY

7. Copyright © 2004, Yokogawa Indonesia YIN-CMK Provide Management With The Ability To Generate Forecasts “On The Fly” - With No Delay Or Difficulty. CHALLENGE An Executive-Level Analytical Interface. This Allows Managers And Executives To Avoid The Clutter Of Day- To-Day Data And Instantly Access Information About Revenues And Trends That Affect Their Key Decision-Making. CORRESPONDING CAPABILITY

8. Copyright © 2004, Yokogawa Indonesia YIN-CMK To Centralize The Storage And Accessibility Of Customer Interaction Information. CHALLENGE A Customer Relationship Management System. This Is Not A Replacement Of The Traditional Sales Application; It Is Simply A Logical Extension Of One. Instead Of Storing Only A Single Department’s Interactions With Their Customers, All Departments That Interact With Customers Share A Single, Centralized Data Model. CORRESPONDING CAPABILITY

9. Copyright © 2004, Yokogawa Indonesia YIN-CMK Adding Business-Specific Data Fields To The Sales Application. CHALLENGE A Full Function, Internet Based System. A Mobile Processing Environment. This Allows Travelling Salesperson To View Important Sales Information On Their Notebook. CORRESPONDING CAPABILITY a)Job Specific Discount And GP b)Debt Payment History And Follow-up c)Shipment Status d)Historical Transaction And Pricing e)Linked Quotation, CO, Salesperson, Customer Name, PO Number, Shipping Date Requested By Customers f)Access To In-House Stock Information. g)Access To NMP And Quote/Fax