SALES FORCE AUTOMATION
M.TECH (Computer Science & Data Processing)
Abbreviated SFA, sales force automation is a
technique of using software to automate the
business tasks of sales, including order
processing, contact management, information
sharing, inventory monitoring and control, order
tracking, customer management, sales forecast
analysis and employee performance evaluation.
PURPOSE OF SFA
Reduction in Cost of Sales
Customer Retention due to Company, Not Product or Service
Sales Force Increasing Mobility
Easy Available Customer
information with Single View
BARRIER TO SUCCESSFUL SFA
The real challenge for SFA is that it must convince the salesperson that it
will help them to be more effective personally, do their job better, and help
them make more money
It is also critical to roll out quickly to show a return on investment as fast
as possible. Sales persons are skeptics and individualists. Because they
will always look for excuses not to use any corporate-mandated
solution, they must feel part of the process and find that the process has
something to offer them, not just the organization.
1990 1995 20001998
CSS Marketing Automation
Cascading Style Sheets (CSS) is a style sheet language used for describing the presentation semantics
(the look and formatting) of a document written in a markup language. Its most common application is
to style web pages written in HTML and XHTML, but the language can also be applied to any kind of
XML document, including plain XML
The difference between the different SFA packages available is
(a) Depth provided.
(b) Look and Feel of the Interface.
(c) Transparency to the user.
The general principles of lead
management create an ordered structure
for managing volumes of business
inquiries, frequently termed leads.
The process creates an architecture for
organization of data, distributed across the
various stages of a sales process.
Increases lead conversion rates i.e.
helps in getting more customers from the
database of leads
Standardizes lead qualification best
practices. This module allows you to
identify and adapt the best industrial
standards for accepting or rejecting a lead
Management of the long term sales cycle is called Pipeline
Management and involves identifying sales stages and what needs to be
accomplished in each stage.
It also include reviewing sales potential, managing lead
flow, forecasting sales and revenue, managing customer
relationships, evaluating issues affecting sales, and laying out a plan to
fix those issues.
It is nothing but a sequential process for executing the business task.
• Initial contact
•Closed : Won or Lost
SHEETAL WAGHMARE IIT KHARAGPUR
It is a simple tool that generates quotes for customers
This feature tracks the status of the order and the product delivery
Sales Quota Management
It take the overview of how the individual sales person is doing
relative to their quotas within some defined time segment
It means a new person takes over an existing territory or a
territory can be redistricted and re-divided among existing salespeople
This tool calculates the commission for salespeople
SFA: THE TECHNOLOGY
Combination of functionality and the flexibility of Technology
makes SFA successful
Data synchronization technologies are designed to synchronize
a single set of data between two or more devices, automatically
copying changes back and forth..
Data synchronization can be local synchronization where the
device and computer are side-by-side and data is transferred
or remote synchronization when a user is mobile and the data is
synchronized over a mobile network.
Flexibility and Performance of Data synchronization
High-performance synchronization requires powerful database capabilities
and performance, currently available only in databases such as Microsoft SQL
Server or Oracle.
The synchronization engine must be
database independent to allow different
database systems to reside on remote
and host systems
Each user or office can also be given only the slice of information that is
relevant to their work. Partitioning the data reduces the bandwidth required
to synchronize databases across a network. You can also use partitioning to
increase data security by limiting access without requiring all data to be
stored in a single secure location.
Reporting is the creation of customized onscreen or printed views
that provide the viewer/reader with information specifically in the
form they want and with the content they want.
Lack of or poor reporting can lead to bad strategic or tactical
decisions, redundant work efforts, and missed opportunities
(ETI-Ethical Trading Initiative)
SEAGATE’S CRYSTAL REPORTS
Crystal Reports has a strong report-processing engine that is newly
It uses dynamic data sources
to generate reports by passing
the report as it is generating
to the client’s browser page
by page, not report by report
Even more interesting in
Crystal Reports 8.0 is the
use of Dynamic HTML
(DHTML) so the reports
can be seen on your
screen in real time
What are the different barriers to successful SFA?
Discuss data synchronization process for SFA. Why a flexible
technology is required?
Discuss the importance of Reporting tools with reference to sales
Explain Pipeline Management.
Explain some of core functionality of sales force Automation