Types of Recruitment
Recruitment is of 2 types Internal Recruitment – is a recruitment which takes place within the concern or organization. Internal sources of recruitment are readily available to an organization. Internal sources are primarily three – Transfers, promotions and Re-employment of ex-employees. Internal recruitment may lead to increase in employee’s productivity as their motivation level increases. […]
Concept of Property in Political Science
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Components of Project Management and Stakeholder Management
There are several components of project management that encompass the spectrum of project management. Right from the initial setting up of the project to the closure, each phase brings a new set of challenges and components to the art of project management. Specifically, the project manager has to manage the team and take bottom-line responsibility […]
Hersey Blanchard Model
According to this model, the leader has to match the leadership style according to the readiness of subordinates which moves in stage and has a cycle. Therefore, this theory is also known as the life-cycle theory of leadership. The theory, developed by Paul Hersey and Kenneth Blanchard, is based on the ’readiness’ level of the […]
Dividend Discount Model: Share Repurchase Programs
In corporate finance we studied that companies had an option when it came to compensating their equity shareholders. They could both pay these shareholders cash dividends from the earnings of the current year or alternatively they could conduct a share repurchase program and buy back some shares from the same proceeds. The monetary effect would […]
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.
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What the Current Wave of Protectionism and Populism mean for the Future of Globalization and Free Trade
February 12, 2025
