Lecture 07: Internet and IT Applications in Selling and Sales Management PDF

Selling and Sales Management Lecture 07: Internet and IT Applications in Selling and Sales Management Learning Objectives 1) Understand how information and wireless technologies are changing the salesforce 2) Understand how e-commerce affect selling and sales management in general The Wirel...

Selling and Sales Management Lecture 07: Internet and IT Applications in Selling and Sales Management Learning Objectives 1) Understand how information and wireless technologies are changing the salesforce 2) Understand how e-commerce affect selling and sales management in general The Wireless and ‘Mobility’ Revolution Movement towards wireless technology Areas of ‘mobility’ devices Field sales: includes provide inventory and pricing systems, access to customer accounts information and real-time ordering Mobile office: include email, personal information management (PIM), access to corporate intranets and HR systems Fleet management: include dispatch application, call scheduling systems, location-tracking applications and routing and mapping systems Field service: 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-commers 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 Managing sales pipeline 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 so that the maximum number of sales is generated It has become more and more automated such as Salesforce.com Measuring sales effectiveness Salesforce Automation (SFA) software helps to monitor salesforce activities and productivity Must measure effectiveness too Accounting-based measures such as overall revenues, profit margin etc… Sales activity measures such as calls per period, proposal submitted, sales pipelines coverage Customer relationship quality (CRQ) measures such as repeated orders etc. Other sales support applications Recruitment and selection support applications and software Training support applications and software Sales forecasting tools and software Social Media and Selling Calling new buyers Building trust Personal relationships Event notification Questions Q1) How does IT and internet a) Sales management? support the following; b) Building customer relationship? Suggest any recommended software or tool! c) Acquiring new customers? Q2) What are the benefits and challenges in integrating IT and internet in sales and selling processes? ANY QUESTIONS?