SFFA - Sales Force Management

SFFA - Sales Force Management - Jean This one is pretty dry...

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Jean, This one is pretty dry. See if you can liven it up a bit. Dimitri Sales Force Management If you are looking for sales force management functionality here are some points to consider evaluating before making a purchase decision. Most CRM packages offer core sales force management functionality such as territory alignment/assignment, automatic roll-up and activity reporting. But not all CRM packages offer the following two components: expense reporting and special events tracking. Therefore, lets take a closer look at these two functions to better understand the benefits they can deliver. An automated expense reporting tool can be used for more than just reducing the time a sales rep spends on administrative tasks. Expense reporting can be used to obtain specific information such as a call report or a sales forecast. Business rules can be written to require that a sales rep submit a sales forecast before getting approval for his or her expenses. This can be applied to obtaining other types of information such as a call report or to requiring that the sales rep execute a predefined action item in a sales methodology. It’s important to note that expense reporting is more than automating the input of expense data. In order for the system to be effective it must be integrated with the back office server to deliver the expected cost savings from an automated expense reporting system. Expense reporting can be used to track the expenses of a particular opportunity, account, or event. This enables the user to calculate a return on investment on a more detailed level. This type of detailed expense tracking is an integral part of special events tracking where many action items are tracked to the same event in order to manage and gauge an event’s effectiveness. Special events tracking has taken an important step towards supporting management’s decision making needs. In the mid nineties, tracking a special event was done primarily through the use of a calendar. To-dos, phone calls, mailings, meetings and related tasks were scheduled in the user’s calendar supported by an alarm to remind the user of the next scheduled task. Now as automation becomes more sophisticated, special events tracking can be performed all from one screen configured to track activities related to a specific type of an event. For example, the hosting of a seminar involves reserving a room, mailing invitations, confirming attendees, distribution of press kits and seminar materials, hiring a caterer, booking airline tickets and hotel reservations, distribution and collection of seminar surveys, tracking survey responses and most importantly generating and tracking leads. The use of a template containing predefined tabs and fields can be configured specifically for a seminar. Other screens can be configured to track trade
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This note was uploaded on 02/22/2012 for the course CSR 309 taught by Professor Staff during the Fall '08 term at Purdue.

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SFFA - Sales Force Management - Jean This one is pretty dry...

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