Need for a Uniform International Corporate Governance Code
With the globalization of the world economy starting in the 1970s, continuing through the 1980s and accelerating since the 1990s reaching its zenith in the first decade of the new millennium, there has been a concomitant trend of global corporations expanding their international footprint and operating in multiple countries around the world. This meant that […]
How Salary Caps Work in Sports Leagues?
It is common knowledge that sports leagues all over the world rake in billions of dollars when it comes to annual revenue. It is also known that all these leagues have a well-developed fan base. Famous leagues such as the English Premier League, the NBA, etc have various sports franchises which are very competitive. They […]
Diversity in Organizations
Introduction In recent years, organizations in all sectors have been aggressively working towards a concept called diversity of workforce. When you see a job posting that talks about equal opportunity, you might be wondering what it is all about. To put it simply, diversity in employment means that the employer is actively pursuing what can […]
How Team Performance Affects Valuation?
Sporting franchises are often said to be confused about what their objectives should be. One chain of thought believes that since they are businesses, their objectives should also be financial in nature. This means that their objectives should also be about profit maximization or wealth maximization. On the other hand, there is a different chain […]
Steps Involved in Conducting a Measurement System Analysis
Measurement Systems Analysis is a complicated exercise. However, Six Sigma provides a step by step procedure to conduct it. Also, as usual, the focus of the executives should be to understand the focus of the exercise and interpretation of the results. The complex calculations can be performed by software. Here is the 4 step procedure. […]
Sales support systems were developed to assist the sales force in improving productivity. This improvement in productivity was through continuous communication with the field offices about customer activities and requirements. The sales force focus was on cultivating long and fruitful customer relation.
Before the advent of information system, customer-related information was recorded in individual sales representative’s personal books rather than on a centralized data center. This meant that the customer information would be lost with movement of sales representative.
Therefore, to preserve and utilized customer relation and improve performance of sales force, sales support system was developed.
A sales support system can be divided into:
This module of the sales support system looks at offering calendar based activities to plan and coordinate meetings with customer relationship accounts. The module looks at consolidating team activities for a given period of time. The module provides in-depth analysis of the historical and current sales cycle.
Sales force racks up into team member and team member into the sales manager. Therefore, sales manager has to monitor activities of more than one sales team. This module helps sales manager generate reports, which provide data point around current sale activities performed by the different sales team. This module helps sales force connect with various product specialists based out of various sales office locations. Territory-wise pipeline management becomes easy for the sales manager.
One of the important needs of sales force and sales team is management of various contact points across different organization. Contact management module should be able to organize contact across current and potential client organization.
Sales force work relentlessly to generate a sales lead. Lead management module provides management of leads, which come through marketing campaigns and referral management. This module also tracks characteristics of each lead as to highlight other possible leads.
Every organization has distinctive and varied product requirement. It is important for the sales force to have ready access to different product configuration and associated price. This module facilitates configuration support.
The modern information system can hold large volume of data, which can be effectively converted into information.
Advent of the Internet has simplified sales force access to centralized databases. It helps sales force stay in touch with each other as well as sales manager. Availability of the Internet has reduced the cost of managing communication. Mobile devices have further contributed to proliferation sales support system.
Another aspect of sales is after sales product support. Organizations have on-site or field service staff. The Internet has made field service management possible on a real-time basis.
Sales support system enhances productivity and efficiency of the sales force. The sales force remains aware of development around the potential clients on a real-time basis. This increases probability of closing a sales deal. The productive sales force not only increases market share but also improves profitability of organization.
Your email address will not be published. Required fields are marked *
What the Current Wave of Protectionism and Populism mean for the Future of Globalization and Free Trade
February 12, 2025
