1. Assignment
On
Sales Force Automation
Submitted to:-
Mr. Prashant Dutta Gupta
Submitted by:-
Bhawna Upadhyay
2. Sales Force Automation
Focus on cultivating customer relationships and
Improving customer satisfaction
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.
3. 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.
4. Sales Force Automation Tools
Sales Process/Activity Management
– 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
Sales Force Automation Tools
Lead Management
– Also known as “opportunity management”
and “pipeline management”
– Track customer account history
5. – Monitor leads
– Generate next steps and
– Refine selling efforts online
– Allows sales management to automatically
distribute client leads to a field or
telemarketing rep based on the area’s
product knowledge or territory
Sales Force Automation Tools
– Configuration Support
– Automatically factors in complex customer
attributes and requirements to build a
solution from scratch
– Among the companies who may use such
tools
– Computer technology vendors
– Appliance manufacturers
– Telephone companies
6. Knowledge Management
Many CRM tools geared to SFA include
functions specific to accessing and conversing
on a range of corporate documentation to
supplement sales efforts and provide fast data
during the heat of a sale.
Sales Force Automation Tools
Field Force Automation (FFA)
– Part customer service and part sales force
automation
– Also known as “field service management”
– Field technicians receive dispatch orders via
their PDAs, pagers, and cell phones
– Making use of these same devices during the
actual repair.
7. An SFA Checklist for Success
Understand how SFA will help, and enlist
salesperson stakeholder ship at the beginning
– Initial requirements gathering
– Rollout tool
Communicate the value to the sales force up
front
Invest in-and enforce-training.
An SFA Checklist for Success
Beware of inherent sales processes packaged
into SFA tools
– Customize YOUR sales process
Understand the infrastructure necessary to
support wireless technologies
Let SFA use affect sales compensation.
8. Change hiring practices and job role descriptions
to include use of CRM