Assignment

On
Sales Force
Automation

Submitted to:-
Mr. Prashant Dutta Gupta

Submitted by:-
Bhawna Upadhyay
 Sales Force
Automation
Focus on cultivating customer relationships and
Improving customer satisfaction

The Ever-Evolving SFA

 Early1990’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.
 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.
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
– 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

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.

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.
Change hiring practices and job role descriptions
to include use of CRM