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Sales Force Automation: Sheetal Waghmare M.TECH (Computer Science & Data Processing) Iit Kharagpur

Sales force automation (SFA) is a technique that uses software to automate business tasks related to sales, such as contact management, order processing, inventory monitoring, and customer relationship management. It aims to increase revenue, reduce costs, improve customer retention, and provide salespeople with easy access to customer information. Key functions of SFA include contact management, account management, opportunity management, lead management, pipeline management, and reporting tools. Flexible data synchronization and reporting technologies are important for effective SFA.

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88 views22 pages

Sales Force Automation: Sheetal Waghmare M.TECH (Computer Science & Data Processing) Iit Kharagpur

Sales force automation (SFA) is a technique that uses software to automate business tasks related to sales, such as contact management, order processing, inventory monitoring, and customer relationship management. It aims to increase revenue, reduce costs, improve customer retention, and provide salespeople with easy access to customer information. Key functions of SFA include contact management, account management, opportunity management, lead management, pipeline management, and reporting tools. Flexible data synchronization and reporting technologies are important for effective SFA.

Uploaded by

Jyothis T S
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SALES FORCE AUTOMATION

SHEETAL WAGHMARE
M.TECH (Computer Science & Data Processing)
IIT KHARAGPUR
EMAIL-ID: shitu2iitkgp@gmail.com
sheetalw3@gmail.com
SFA

Abbreviated SFA, sales force automation is a


technique of using software to automate the
business tasks of sales, including order
processing, contact management, information
sharing, inventory monitoring and control, order
tracking, customer management, sales forecast
analysis and employee performance evaluation.

SHEETAL WAGHMARE
IIT KHARAGPUR
Keywords
Sales
Potential
Lead
Prospecting
Account
Opportunity

SHEETAL WAGHMARE
IIT KHARAGPUR
PURPOSE OF SFA
 Increase Revenue
 Reduction in Cost of Sales
 Customer Retention due to Company, Not Product or Service
 Sales Force Increasing Mobility
 Easy Available Customer
information with Single View

SHEETAL WAGHMARE
IIT KHARAGPUR
BARRIER TO SUCCESSFUL SFA

 The real challenge for SFA is that it must convince the salesperson that it
will help them to be more effective personally, do their job better, and help
them make more money

 It is also critical to roll out quickly to show a return on investment as fast


as possible. Sales persons are skeptics and individualists. Because they
will always look for excuses not to use any corporate-mandated
solution, they must feel part of the process and find that the process has
something to offer them, not just the organization.

SHEETAL WAGHMARE
IIT KHARAGPUR
eBusiness Evolution
SFA Internet

eBusiness
CRM

CSS Marketing Automation


1990 1995 1998 2000

Cascading Style Sheets (CSS) is a style sheet language used for describing the presentation semantics
(the look and formatting) of a document written in a markup language. Its most common application is
to style web pages written in HTML and XHTML, but the language can also be applied to any kind of
XML document, including plain XML
SHEETAL WAGHMARE
IIT KHARAGPUR
SFA FUNCTIONALITY

The difference between the different SFA packages available is


nominal.

(a) Depth provided.


(b) Look and Feel of the Interface.
(c) Transparency to the user.

SHEETAL WAGHMARE
IIT KHARAGPUR
SFA Applications from leading vendors

(1)Contact Management
(2)Account Management
(3)Opportunity Management
(4)Lead Management
(5)Pipe-Line Management
(6)Proposal Management
(7)Quote Generation
(8)Order Tracking
(9)Sales Quota Management
(10)Territory Management
(11)Commission Management
SHEETAL WAGHMARE
IIT KHARAGPUR
Contact Management

SHEETAL WAGHMARE
IIT KHARAGPUR
Contact Management
Account Management
Account Management
Opportunity Management

SHEETAL WAGHMARE
IIT KHARAGPUR
Opportunity Management

SHEETAL WAGHMARE
IIT KHARAGPUR
Lead Management
The general principles of lead
management create an ordered structure
for managing volumes of business
inquiries, frequently termed leads.

The process creates an architecture for


organization of data, distributed across the
various stages of a sales process.

Increases lead conversion rates i.e.


helps in getting more customers from the
database of leads

Lead Tracking

Standardizes lead qualification best


practices. This module allows you to
identify and adapt the best industrial
standards for accepting or rejecting a lead
Pipe-Line Management
 Management of the long term sales cycle is called Pipeline
Management and involves identifying sales stages and what needs to be
accomplished in each stage.

It also include reviewing sales potential, managing lead


flow, forecasting sales and revenue, managing customer
relationships, evaluating issues affecting sales, and laying out a plan to
fix those issues.
It is nothing but a sequential process for executing the business task.

• Initial contact
• Qualification
• Meeting
• Proposal
•Closed : Won or Lost
SHEETAL WAGHMARE IIT KHARAGPUR
 Quote Generation
It is a simple tool that generates quotes for customers

 Order Tracking
This feature tracks the status of the order and the product delivery

 Sales Quota Management


It take the overview of how the individual sales person is doing
relative to their quotas within some defined time segment

 Territory Management
It means a new person takes over an existing territory or a
territory can be redistricted and re-divided among existing salespeople
geographically

 Commission Management
This tool calculates the commission for salespeople
SHEETAL WAGHMARE
IIT KHARAGPUR
SFA: THE TECHNOLOGY

Combination of functionality and the flexibility of Technology


makes SFA successful

Data Synchronization:
Data synchronization technologies are designed to synchronize
a single set of data between two or more devices, automatically
copying changes back and forth..

 Data synchronization can be local synchronization where the


device and computer are side-by-side and data is transferred
or remote synchronization when a user is mobile and the data is
synchronized over a mobile network.
SHEETAL WAGHMARE
IIT KHARAGPUR
Flexibility and Performance of Data synchronization
High-performance synchronization requires powerful database capabilities
and performance, currently available only in databases such as Microsoft SQL
Server or Oracle.
Each user or office can also be given only the slice of information that is
relevant to their work. Partitioning the data reduces the bandwidth required
to synchronize databases across a network. You can also use partitioning to
increase data security by limiting access without requiring all data to be
stored in a single secure location.

The synchronization engine must be


database independent to allow different
database systems to reside on remote
and host systems

SHEETAL WAGHMARE
IIT KHARAGPUR
Reporting Tools
Reporting is the creation of customized onscreen or printed views
that provide the viewer/reader with information specifically in the
form they want and with the content they want.
Lack of or poor reporting can lead to bad strategic or tactical
decisions, redundant work efforts, and missed opportunities

SHEETAL WAGHMARE
(ETI-Ethical Trading Initiative) IIT KHARAGPUR
SEAGATE’S CRYSTAL REPORTS
Crystal Reports has a strong report-processing engine that is newly
Web optimized

It uses dynamic data sources


to generate reports by passing
the report as it is generating
to the client’s browser page
by page, not report by report

Even more interesting in


Crystal Reports 8.0 is the
use of Dynamic HTML
(DHTML) so the reports
can be seen on your
screen in real time
SHEETAL WAGHMARE
IIT KHARAGPUR
What are the different barriers to successful SFA?

Discuss data synchronization process for SFA. Why a flexible


technology is required?

Discuss the importance of Reporting tools with reference to sales


force automation

Explain some of core functionality of sales force Automation

Explain Pipeline Management.

SHEETAL WAGHMARE
IIT KHARAGPUR

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