Sales Force Automation - Definition

• Sales Process Automation (SFA) is the approach for

helping organizations dramatically improve their sales
and marketing effectiveness through the reengineering
and automation of their sales and marketing processes,
with the ultimate goal of increasing revenues.
• SPA combines a working knowledge of the market’s best
ideas, technologies, and vendors with a practical,
relentless focus on implementation to deliver
outstanding shareholder and customer value.
Pastel Evolution Resolve Structure

Contact Management Document

Management

Information RESOLVE Helpdesk

Management Management

Sales Force Automation

Contract Management
 Basic Features
•Intranet - as an alternative sales channel
•Electronic catalog - On-line self served service ordering
•Commission - Effective tracking of performances and
accurate commissioning
•Opportunity Management - tools such as automated
customer data analysis and pop-up screens will assist in
up-selling
•Order Entry Quoting - On the spot quoting will not give the
client a chance to shop around and be hunted
•News Service - Optional news sorting and reporting will
result in informed sales people
•Customer Data - Sales people will have a complete
analysis of the customer before their eyes when attending
to a customer. No wait, no repeated questions, no
frustrated customers
•Contact Management - Effective tracking and
follow-up of leads
•Competitor Data - effective analysis of competitive
data and automated access for sales force
•Proposal Development - Automated document
creation based on corporate standards
•Pricing - Automated on-line prices based on
company rules
•Product - On-line and easily accessed
•Just-in-Time Training - Automated training, WEB
based training, and self training through information
sharing
•Electronic Kiosk - WEB page shopping.
Sales Force Automation - Benefits
PERCEIVED BENEFITS OF SFA FIELD TECHNOLOGY

% of Survey Responses (N=295)

Source: © Insight Technology Group

Improving sales force productivity and effectiveness by implementing field technology is a

key goal for many organizations
 SFA

Source: Jk Helena Website

 e-Business -
Architecture
Internet and
A$X,XXX B$X,XXX 5. Product
World Wide
1. Adaptive Fulfillment
Web
Product Offer
 Pick and pack
 Customer preferences  Integration/configuration
 Products and availability
of third party products
 Pricing and promotions  Ship products or deliver services
 Adaptive selling  Inventory management
 Build/configure to order  Order tracking

2. Order Capture and  Payment

Validation 4. Order
information Management
 Order entry  Security
 Tax calculation  Link with  Link with third parties
 Validation 3. Payment finance  Create pick list
 Confirmation Processing  Consolidate orders

For
For both
both business-to-business
business-to-business and
and business-to-consumer
business-to-consumer sales,
sales, there
there are
are five
five key
key elements
elements to
to
e-Business — product offer, order capture and validation, payment processing,
e-Business — product offer, order capture and validation, payment processing, orderorder
management,
management, and and product
product fulfillment.
fulfillment.