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18 views20 pages

10 Tute

Uploaded by

Gim Extra
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Emerging trend in sales

management
Sales Force Automation
• Sales force automation (SFA) is an information system that efficiently
“automate” the sales process and management of the sales force. SFA
in short manages all stages of the sales process from initial customer
contact to close the sale. It also provides valuable support to the
management in tracking the day to day activities of the sales force.
Benefits of sales force Automation
• Provides the management with the “dashboard” for all performance metrics.
• Contact and diary management – provide a clear visibility of customer’s information
and helps in scheduling the interviews, keeping notes, managing progress of the
account. It is centralized repository for the company’s important asset, the customers.
• Account management – holistic view of the individual and overall accounts, their past
history, sales trend, forecast for future etc.
• Driving leads and managing opportunities – the SFA will draws from company wide
initiatives such as email campaigns, marketing communication, telemarketing to
convert leads and opportunities to convert to a sale.
• Generating quotes and managing orders – with SFA, the sales force can generate
quotes, proposal etc
• Reports & Analytics – SFA can be customized to provide timely sales reports based on
individual requirement, and management can analyse the performance by
representative, customer, by town, geographic area, territory, by product category etc.
Enterprise Resource Planning [ERP]
Functions Of Enterprise

Human resources Purchase


Sales

Inventory Enterprise Production


Planning

Finance Controlling
Maintenance
Tasks
Banking
Introduction of ERP
Enterprise Resource Planning software is fully integrated
“Business Management Software” to link business
processes automatically and give real time information to
authorized user.

Key Characteristics
• Seamless integration of all the
information flowing through a
company
• To support business goals.
• Integrated, secure, self-service
processes for business.
• Lower Costs.
• Empower Employees.
Mobile Integration
Benefits of ERP

• Inventory reduction
Intangible Benefits
• Personal reduction
• Information visibility
• Productivity improvements
• Customer responsiveness
• Order management improvements • Cost Reductions
• Financial cycle improvements • Integration
• Information technology cost reduction • Standardization

• Procurement cost reduction • Flexibility


• Better performance
• Cash management improvement
• Revenue / profit increase
Sales Module:

ERP Sales module implements functions of order placement,


existence of an order scheduling, shipping and invoicing.
Capturing enquiries, order placement, order scheduling and
then dispatching and invoicing form the broad steps of the
sales cycle. important analysis reports are provided to guide
decision making and strategy planning.
Dash Board
How ERP reduces your Costs?

• Cut operations costs

• Less data entry and errors

• Reduce purchasing costs


E-Commerce
• Kotler and Armstrong (2006) defined e-commerce as the buying and
selling processes supported by electronic means, primarily the
internet.

15
Benefits of E-Commerce
• Geographical distance no longer a constraint.
• No physical movement required at customer’s end.
• Opened the doors for globalized retailing.
• Helps to reduce sales and distribution costs.
• Quick customer feedback available.

16
Limitations of E-Commerce
• Product demonstration not possible.
• Not appropriate for illiterate people or people not comfortable
working on computers.
• Requires substantial initial investment.
• Fears of privacy issues.
• Problem of internet connectivity.

17
Web-Based Selling
• B2B (Business to Business)
• B2C (Business to Customer)
• C2C (Customer to Customer)
• C2B (Customer to Business)

18
Advantages of Web Based Selling
• Offers high degree of personalized interaction.
• Saves time and cost in delivering of products.
• Helps companies reach customers with loads of information in quick
time.
• Helps companies provide round the clock customer support.

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Social Media
• Use of Facebook, LinkedIn, Twitter by companies.
• Used to share marketing intelligence with community members.
• Spreading of real-time information.
• Intensity of Word-of-Mouth (Viral) marketing

20

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