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| What sales Manager
Needs |
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| What
every sales manager needs |
The sales manager,
rather than gathering all the call sheets from various sales
people and tabulating the results, will have the results automatically
presented in easy to understand tables, charts, or graphs. This
saves time for the manager.
Activity reports, information requests, orders booked, and other
sales information will be sent to the sales manager more frequently,
allowing him/her to respond more directly with advice, product
in-stock verifications, and price discount authorizations. This
gives management more hands-on control of the sales process.
The sales manager can configure the system so as to automatically
analyze the information using sophisticated statistical techniques,
and present the results in a user-friendly way. Such as: .
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Providing current and useful sales support materials to
sales staff |
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Providing
marketing research data : demographic, psychographic,
behavioural, product acceptance, product problems, detecting
trends |
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Providing
market research data : industry dynamics, new competitors,
new products from competitors, new promotional campaigns
from competitors, macro-environmental scanning, detecting
trends |
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Co-ordinate
with other parts of the firm, particularly marketing,
production, and finance |
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Identifying
your most profitable customers, and your problem customers
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Tracking
the productivity of their sales force by combining a number
of performance measures such as : revenue per sales person,
revenue per territory, margin by product category, margin
by customer segment, margin by customer, number of calls
per day, time spent per contact, revenue per call, cost
per call, |
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