Examples of sales force automation in the following topics:
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- It involves using technology to organize, automate, and synchronize business processes—principally sales activities, but also those for marketing, customer service, and technical support.
- Sales force automation (SFA) involves using software to streamline all phases of the sales process, minimizing the time that sales representatives need to spend on each phase.
- This allows a business to use fewer sales representatives to manage their clients.
- Many SFA applications also include insights into opportunities, territories, sales forecasts, and workflow automation.
- Alternatively, Prospect Relationship Management (PRM) solutions offer to track customer behavior and nurture them from first contact to sale, often cutting out the active sales process altogether.
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- The volume of sales have increased.
- Sales force automation (SFA) uses software to streamline the sales process.
- Many SFA applications include insights into opportunities, territories, sales forecasts and workflow automation.
- Sales analytics monitor client actions and preferences and augment sales forecasts and help measure the effectiveness of marketing campaigns.
- Technology sits squarely in the center of automation with most equipment controlled and governed by computer programs and software platforms.
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- Creating the proper sales force structure, territoires, and goals leads to customer, sales force and firm satisfaction.
- The purpose of a sales force coverage (or sales territory) metric is to create balanced sales territories.
- Before they even begin to design new territories, a sales force manager should determine the workloads of all members of the sales team.
- Ensure that the compensation scheme allows the sales force to make money when the company does.
- Explain the components of and rationale behind sales force, territory and sales goal creation
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- From the point of view of an overall sales process engineering effort, customer service plays an important role in an organization's ability to generate income and revenue.
- Customer service may be provided by a person, such as a sales and service representative, or by automated means.
- An advantage with automated means is an increased ability to provide service 24-hours a day, which can complement in person customer service.
- Another example of automated customer service is touch-tone phone, which usually involves a main menu and the use of the keypad as options, for example "Press 1 for English, Press 2 for Spanish. "
- Retail stores and organizations in general often have a desk or counter devoted to dealing with returns, exchanges and complaints, or will perform related functions at the point of sale.
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- Thus, it is both possible and advantageous to have multiple sources of advantage to increase sales and maintain brand dominance in the marketplace .
- Web technologies have significantly reduced the time and effort required to build this marketing advantage, but have also forced companies to become more transparent with end consumers.
- Walmart, a leader in offering low cost products, uses an automated inventory replenishment system to reduce inventory storage requirements and save floor space for additional goods.
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- The sales force will be armed with electronic devices, I Pads smartphones, mobile computer access to better assist the customer and provide seamless customer service in-store.
- Anchor stores will maintain their importance, acting as the centerpiece of an array of specialty, demographic, Mom & Pop, Automated and variety stores.
- A popular, familiar and "household" name will always garner sales and support.
- This will force businesses to tighten up product development cycles and cost effectiveness as new products are tested in real-time.
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- In personal selling, the sales force pinpoints the target market, makes a contact, and expends effort that has a strong probability of leading to a sale.
- A final strength of personal selling is the multiple tasks the sales force can perform.
- These two staffing issues have caused high turnover in many sales forces.
- Consequently, it is difficult to find a unified company or product message within a sales force, or between the sales force and the rest of the marketing mix.
- A final weakness is that sales force members have different levels of motivation.
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- Effective training and coaching of a firm's sales force can help it outperform competitors.
- Personal selling is a form of oral communication with potential buyers of a product with the intention of making a sale.
- Measures other than sales have been integrated to retain highly qualified staff.
- Superior sales managers learn that effective training and coaching help their companies outperform their competitors.
- Employees should take turns pretending to be salespeople and customers to practice various sales tactics.
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- Successful retailers concentrate on strategies geared towards optimizing sales opportunities and maintaining a competitive advantage.
- Retail is a crowded marketplace with numerous competitors clamoring for the maximum amount of sales possible.
- In-store programs are often seasonal, based on holiday themes, events such as back to school sales or spurred by the need for economic concern or in times of abundance.
- Sales tools such as discount coupons, price plus campaigns, up-selling and incentive programs are important components to the retail marketing mix of a plan.
- Today's retail strategy is based upon fulfilling the needs of the customer by educating them about the product prior to the sale, providing a seamless and easy transaction process, carefree delivery and post sale customer service.
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- It was first recorded as a noun with the meaning of a "sale in small quantities" in 1433 (from the Middle French retail, "piece cut off, shred, scrap, paring").
- Like in French, the word retail in both Dutch and German (detailhandel and Einzelhandel, respectively) also refers to the sale of small quantities of items.
- Retailing provides revenue to governments through taxation i.e. sales tax, import, export taxes and fees for applicable licenses.
- Auctions, estate sales, tag and garage sales are other forms of retailing that help to expose goods to potential buyers and even other retailers.
- Even the second hand retail market has found its way to the Internet via popular auction and sale sites that commission all sales as their part of the retail supply chain.