SPEEDING UP SALESSPEEDING UP SALESSPEEDING UP SALESSPEEDING UP SALESUSING SALE ACQUISITION SOFTWARE

ContentsContentsContentsContents

FEATURES OF SALES ACQUISITION TOOLS

WHY USE OF CUSTOMER RETENTION TOOLS

VEIWS OF MARKETERS ABOUT C.R.M SYSTEMS

C.R.M. SYSTEMS

INTRODUCTION

SALES SYSTEMS ON THE MOVE

INTEGRATION WITH OTHER APPLICATIONS

INTRODUCTIONINTRODUCTION

In times of economic recession, it is important to manage relations with customers.

Managing relations with existing customers and acquiring new ones are more than just a marketing.

For this it is believed by many Marketers that they are spending money to acquire or retain customers, in actual, they are spending money to loose them.

C.R.M SYSTEMSC.R.M SYSTEMS

C.R.M stands for Customer Relationship Management Systems.

These are built in to provide effective measurements in managing relations with existing or a new customer.

These systems have been adopted in large organizations since 2002.

By using the C.R.M systems, the value of sale can be increased gently and rapidly.

VEIWS OF MARKETERS ABOUT C.R.M SYSTEMSVEIWS OF MARKETERS ABOUT C.R.M SYSTEMSVEIWS OF MARKETERS ABOUT C.R.M SYSTEMSVEIWS OF MARKETERS ABOUT C.R.M SYSTEMS

MarketersStrategy

This is a study released by Chief Marketing Officer (CMO) Council in 2008.

45%50%

WWHYHY U USE SE OOFF C CUSTOMER USTOMER RRETENTIONETENTION T TOOLS ?OOLS ?WWHYHY U USE SE OOFF C CUSTOMER USTOMER RRETENTIONETENTION T TOOLS ?OOLS ?

1

In times of economic turbulence, the customers tend to cut back buying.

2

Their behavior changes and they look for a high value products and low cost services.

3

In this situation, it is essential to understand the customer behaviors and their requirements.

4

Marketers can achieve this goal by using Sales Acquisition tools that are usually built into CRM Systems.

FEATURES OF SALES ACQUISITION TOOLSFEATURES OF SALES ACQUISITION TOOLS

Distribution Management

Sales Forecasting

Lead Management

Workflow Management

Opportunity Management

Activity Planning and Management

LEADS MANAGEMENTLEADS MANAGEMENT

The Marketing department activities for a services based organization usually result in “Leads”. LEADS

MANAGEMENT

These leads come in form of phone-calls, e-mails and feedbacks.

Managing sales leads, and optimizing the distribution of the leads are critical for achieving success.

Sales acquisition softwares gathers all leads in one centralized location and helps to distribute them.

OPPORTUNITY MANAGEMENT

It provides the sales teams to work together to close deals.

OPPORTUNITY MANAGEMENT

It gives single place for updating information, tracking milestones and recording interaction

ACTIVITY PLANNING AND MANAGEMENT

This module helps decrease the over-all time by simplifying and automating tasks.

ACTIVITY PLANNING &

MANAGEMENT

It helps track tasks and activities, schedule meetings, assign tasks to other users, and setup remainder for the sales teams.

WORKFLOW MANAGEMENTWORKFLOW MANAGEMENTWORKFLOW MANAGEMENTWORKFLOW MANAGEMENT

These tools can easily customize the organization’s workflow and sales plans.

WORKFLOW MANAGEMENT

This results in elimination of useless tasks and leads to swift approvals.

In large organizations, sales process becomes lengthy due to the unique workflow of an organization.

Sales Acquisition Tools also help in providing workflow management.

DISTRIBUTION MANAGEMENTDISTRIBUTION MANAGEMENTDISTRIBUTION MANAGEMENTDISTRIBUTION MANAGEMENT

These territories require constant monitoring.

Companies with national or international sales force divides their sales teams in certain territories

Sales acquisition tools helps marketers to analyses, manage, setup and modify these territories.

DISTRIBUTION MANAGEMENT

SALES FORECASTINGSALES FORECASTINGSALES FORECASTINGSALES FORECASTING

Sales forecasting is one of the most critical activity. Company sets its goal on the base of this activity.

SALES FORECASTING

Sales acquisition softwares offer forecasting capabilities that grows the revenue of companies.

SALES SYSTEMS ON THE MOVESALES SYSTEMS ON THE MOVESALES SYSTEMS ON THE MOVESALES SYSTEMS ON THE MOVE Mobile version of modern sales

acquisition tools are now available which provides more reliability and more connectivity to the sale representatives anywhere with online access data and view updates.

Examples:- Windward's System Five POS Software Cincom

INTEGRATION WITH OTHER APPLICATIONSINTEGRATION WITH OTHER APPLICATIONSINTEGRATION WITH OTHER APPLICATIONSINTEGRATION WITH OTHER APPLICATIONS

Sales acquisition tools need to integrate well with other applications such as Microsoft Outlook, Microsoft Office and Excel.

This provides seamless integration and synchronizing when a company decides to start using sales acquisition tools.

Questions

Presented by:

Mohammad Younus (08IN70)Department of Industrial

Engineering and Management