Podcast
Questions and Answers
What is primarily affected by the movement towards wireless technology in sales?
What is primarily affected by the movement towards wireless technology in sales?
- Field sales operations (correct)
- Customer relationship management models
- Product manufacturing timelines
- Corporate hiring processes
Which of the following best defines e-commerce?
Which of the following best defines e-commerce?
- Only online retail sales conducted via personal websites
- The management of customer relationships through face-to-face interactions
- Sales or trading activities carried out over an electronic network (correct)
- Any selling activity conducted via traditional methods
In the context of sales pipeline management, what is critical for generating maximum sales?
In the context of sales pipeline management, what is critical for generating maximum sales?
- These processes must be informal and flexible
- Capable automation of the closing process
- Clear and formal processes for capturing and analyzing leads (correct)
- Having an unstructured list of leads
What does Salesforce Automation (SFA) software primarily help to monitor?
What does Salesforce Automation (SFA) software primarily help to monitor?
Which aspect is NOT included in the measures of sales effectiveness?
Which aspect is NOT included in the measures of sales effectiveness?
What functionality does mobile office technology provide to sales personnel?
What functionality does mobile office technology provide to sales personnel?
Which statement about customer relationship management (CRM) is true?
Which statement about customer relationship management (CRM) is true?
What technology has significantly automated sales management processes?
What technology has significantly automated sales management processes?
How do mobility devices enhance field sales operations?
How do mobility devices enhance field sales operations?
What role does e-commerce play in customer relationship management?
What role does e-commerce play in customer relationship management?
Why is sales pipeline management important for generating maximum sales?
Why is sales pipeline management important for generating maximum sales?
What are some key functionalities provided by fleet management technology?
What are some key functionalities provided by fleet management technology?
In what ways can Salesforce Automation (SFA) software support sales personnel?
In what ways can Salesforce Automation (SFA) software support sales personnel?
How do mobile office technologies assist sales teams?
How do mobile office technologies assist sales teams?
What factors should be measured to assess sales effectiveness?
What factors should be measured to assess sales effectiveness?
What benefits do field service technologies provide to sales personnel?
What benefits do field service technologies provide to sales personnel?
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Study Notes
Wireless and Mobility Revolution
- Movement towards wireless technology is changing the sales force.
- Mobile devices are used in field sales, mobile office, fleet management and field service.
- Mobile devices are also used in field sales to provide inventory and pricing systems, access to customer accounts information and real-time ordering.
- Mobile offices use mobile devices for email, personal information management (PIM), access to corporate intranets and HR systems.
- Fleet management applications include dispatch application, call scheduling systems, location-tracking applications and routing and mapping systems.
- Field service applications include scheduling of work orders, access to customer records and information while on-site, financial service applications such as insurance claims, etc..
Electronic Commerce and Customer Relationship Management
- E-Commerce refers to any sales or trading activity that is carried out over an electronic network.
- Customer relationship management (CRM) is a term for methodologies, technologies and e-commerce capabilities used by firms to manage customer relationships.
Using Technology to Improve Sales Management
- Good sales pipeline management consists of having a clear and formal process for capturing and analyzing leads, allocating them to salespeople, managing the qualification process, and carefully managing the process of closing those sales.
- Sales Pipeline management is becoming automated, e.g. Salesforce.com.
- Salesforce Automation (SFA) software helps to monitor salesforce activities and productivity.
- It is important to measure sales effectiveness.
- Accounting-based measures can be used to measure sales effectiveness, including overall revenues, profit margin etc…
- Sales activity measures can be used to measure sales effectiveness, including calls per period, proposal submitted, sales pipelines coverage.
- Customer relationship quality (CRQ) measures can be used to measure sales effectiveness, including repeated orders, etc..
Wireless Technology in Sales
- Wireless technology is changing the salesforce by offering mobile solutions
- Mobile devices are used in various areas within sales:
- Field sales: Inventory and pricing systems, customer account access, real-time ordering
- Mobile office: Email, personal information management (PIM), access to corporate intranets and HR systems
- Fleet management: Dispatch applications, call scheduling systems, location tracking, routing and mapping systems
- Field service: Scheduling work orders, accessing customer records and information, financial service applications (insurance claims)
Electronic Commerce and Customer Relationship Management
- E-commerce refers to sales and trading activities conducted online
- Customer relationship management (CRM) uses methodologies, technologies, and e-commerce capabilities to manage customer relationships
Using Technology to Improve Sales Management
- Managing sales pipeline:
- A formalized process is used to capture, analyze, allocate leads, manage qualification, and close sales
- Automation tools like Salesforce.com enhance this process
- Measuring sales effectiveness:
- Salesforce Automation (SFA) software monitors salesforce activities and productivity.
- Key metrics include:
- Accounting-based measures: Overall revenues, profit margin
- Sales activity measures: Calls per period, proposals submitted, sales pipeline coverage
- Customer relationship quality (CRQ) measures: Repeated orders
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