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SFA
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
●
Introduction
●
Definition
●
SFA-Purpose
●
Barrier to SFA
●
SFA-functionality
●
SFA-Technology
●
Data synchronization
●
Reporting tool
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Definition
●
SFA a candidate for father of CRM, is the
answer to the salesperson`s prayers.
●
SFA is designed to help salesperson
acquire & retain customers ,reduce
administrative time, provide robust a/c mgt.
& basically make salesperson activities
something that earns them & their company
money.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
SFA purpose
I.Increased revenue
II.Reduction in the cost of sales
III.Customer retention due to company
IV.Sales force increasing mobility
V.Easily available customer information
with single view
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Increased revenue
●
SFA should provide more income in the
profit after implementation
●
If u hav an increase 100% in sales
revenues but ur cost of sales has increase
ur SFA implementation fails.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Reduction in the cost of
sales
●
It is reduction in time engaged in reduction
in administrative work or other nonsales
related efforts.
●
It reduce time required by sales people in
data entry & sales people coordination.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Customer retention due to
company
●
If customers r happy they stay with u
●
It is relationship with company & perticular
sales person
●
SFA provides u the customer view with the
help of customer history & communication
●
SFA provides the intelligence & view to
better plan
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Sales force increasing
mobility
●
They have to do many duties like meeting
customers,moving through airports etc.
●
This like making mobility a competitive
issue requiring effective mobile tools such
as internet & hand set.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Easily available customer
information
●
Multiple dept.s may be interested in viewing
status of customer account within each dept.
are individual with diff. role
e.g. vice president,account manager,sales
manager
●SFA provides an universal view of all
available data to all dept. at all times.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Barriers to successful SFA
●
Successful CRM / SFA = Process
+Technology
●
We can benefit by CRM investment only by
measurable & repetable selling behaviour
●
The marriage of Process & technology
signals the evolution of Successful CRM .
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
●
It provides organisation with best practices
for selling good technology & effective
training
●
SFA emerge to maintain contacts & also
manage accounts related to business
●
In business the relationship is owned by
company & not by individual
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
●
SFA is of primary benefit for individual
salesperson, sales team
●
It enable sales team to work together better
●
There is shared knowledge of past
interaction with the customer & online
customer history accounts include contacts
& meetings.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
SFA Functionality
●
SFA has same fundamental features
regardless of vendors
●
Vendors r only functional addition
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Contact management
●
It is a basic sales tool that has entire application
devoted to it
●
cm module take on an added degree of
complexity when it is integrated to SFA package
mainly bcoz it is to be linked to all other modules
incorporate
●
CM covers the basic things like
name,address,phone no,company,personal &
business information, activities related to
individual, attachments related with the individual
& level of that decision makers.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
●
Some applications such as Sieble sales r
able to take this CM & create org. charts
for sales people so that they can see who
they hav to deal with,at what level of
customer hierarchy
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Account Management
●
This standard feature allows the
salesperson to handle individual corporate
account
●
Each account has multiple links to the infm.
Beyond the corporate name &
adderss,including the contacts by
corporation & the proposed opportunities by
corporation.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Opportunity management
●
This is shown in most SFA modules
●
The aspect that it covers the specific
opportunity the company it belong to,the
salesperson or the team that is working on
it.
●
Additionaly competetive information is
included here.
●
E.g . Who is specifically competing for the
opp. Against ur company &
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Lead management
●
Inf. Which will help u in reaching &
interacting with ur potential customer.
●
Functionality can be seen as a subset of
OM.
●
SFA package hav strong lead mgt features.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Pipeline Management
●
It is a particular term for the execution of
established sales process.
●
Each company has its criteria for what
constitute its sales process.
●
E.g. 1 company could set up alespersons
objectives that r weighted by the steps of the
sales process.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Proposal management
●
It is way of coordinating external proposals.
●
It normally has an overflow which is
determined by who is responsible for wht
part of proposal.
●
It can control the effective completion of the
proposal by guiding the stages of evalution
of cards of proposal.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Commission management
●
This is the tool that calculates comission for
sales people.
●
It looks very simple.
●
It is not easy thing to implement.
●
Sales person can often share the
opportunities, which complicate the
calculation of commissions.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
●
Additionally depending upon the
company,the sales team might hav some
private arrangement going.
●
These arrengements are known to the
manager & hav to be prommed into the
application so as to cut accurate comission
cheques.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Territory (An area of
knowledge )Management
●
This is another imp feature that solves a
complex problem.
●
It is not perticularly complicatedd until there
is a change in territory.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Sales quota management
●
Normally for sales manager.
●
It allow them to see hw the individual sales
person is doing relative to their quota within
some time segment.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Order tracking
●
Track the status of .
●
This is tied into finance fun.the product
delivery
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Quota generation
●
A simple tool that ganereatequota for
customer.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Other SFA applications
●
Competitive inform. System allows a
salesperson to do research online.
●
Telesales campaign mgmt. helps sales
managers to design telemarketing campaign
.
●
Other SFA appl. Are expense reporting
marketing.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Other SFA Functions &
features
●
s/w distribution to mobile users:
this is an infrastructural feature that makes
simplify distribution of code to multiple users
at a multiple places.
●
Quote pricing engine:
this feature draws customer records,
product catalog generates a quote to
customer.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
●
Smthese scripts:
these are customized scripts for telly sales
●E-briefing:
this feature allows creation intelligent
discussion
●
Vioce recognition:
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
SFA technology
●
SFA is powerful not bcoz of functionality but
with the flexibility of technology
●
This is make SFA useful for professional on
the road & manager in headquarters.
●
One of the most significant technology is
data synchronization
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
Data synchronization
●
It is the process of updating infom. Among
unconnected computers like
laptop,mobile,desktop etc.
●
Each synchronized system gets data that
conform data on any other system
●
Sales people in the field can update their
local data & also maintain subset of master
data.
By: Shehrevar DavierwalaBy: Shehrevar Davierwala
●
It also allows corporate managers & sales
team to share inf. Created by field sales
people such as schedule, meeting note
By: Shehrevar DavierwalaBy: Shehrevar Davierwala

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Sfa

  • 1. SFA By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 2. ● Introduction ● Definition ● SFA-Purpose ● Barrier to SFA ● SFA-functionality ● SFA-Technology ● Data synchronization ● Reporting tool By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 3. Definition ● SFA a candidate for father of CRM, is the answer to the salesperson`s prayers. ● SFA is designed to help salesperson acquire & retain customers ,reduce administrative time, provide robust a/c mgt. & basically make salesperson activities something that earns them & their company money. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 4. SFA purpose I.Increased revenue II.Reduction in the cost of sales III.Customer retention due to company IV.Sales force increasing mobility V.Easily available customer information with single view By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 5. Increased revenue ● SFA should provide more income in the profit after implementation ● If u hav an increase 100% in sales revenues but ur cost of sales has increase ur SFA implementation fails. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 6. Reduction in the cost of sales ● It is reduction in time engaged in reduction in administrative work or other nonsales related efforts. ● It reduce time required by sales people in data entry & sales people coordination. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 7. Customer retention due to company ● If customers r happy they stay with u ● It is relationship with company & perticular sales person ● SFA provides u the customer view with the help of customer history & communication ● SFA provides the intelligence & view to better plan By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 8. Sales force increasing mobility ● They have to do many duties like meeting customers,moving through airports etc. ● This like making mobility a competitive issue requiring effective mobile tools such as internet & hand set. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 9. Easily available customer information ● Multiple dept.s may be interested in viewing status of customer account within each dept. are individual with diff. role e.g. vice president,account manager,sales manager ●SFA provides an universal view of all available data to all dept. at all times. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 10. Barriers to successful SFA ● Successful CRM / SFA = Process +Technology ● We can benefit by CRM investment only by measurable & repetable selling behaviour ● The marriage of Process & technology signals the evolution of Successful CRM . By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 11. ● It provides organisation with best practices for selling good technology & effective training ● SFA emerge to maintain contacts & also manage accounts related to business ● In business the relationship is owned by company & not by individual By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 12. ● SFA is of primary benefit for individual salesperson, sales team ● It enable sales team to work together better ● There is shared knowledge of past interaction with the customer & online customer history accounts include contacts & meetings. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 13. SFA Functionality ● SFA has same fundamental features regardless of vendors ● Vendors r only functional addition By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 14. Contact management ● It is a basic sales tool that has entire application devoted to it ● cm module take on an added degree of complexity when it is integrated to SFA package mainly bcoz it is to be linked to all other modules incorporate ● CM covers the basic things like name,address,phone no,company,personal & business information, activities related to individual, attachments related with the individual & level of that decision makers. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 15. ● Some applications such as Sieble sales r able to take this CM & create org. charts for sales people so that they can see who they hav to deal with,at what level of customer hierarchy By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 16. Account Management ● This standard feature allows the salesperson to handle individual corporate account ● Each account has multiple links to the infm. Beyond the corporate name & adderss,including the contacts by corporation & the proposed opportunities by corporation. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 17. Opportunity management ● This is shown in most SFA modules ● The aspect that it covers the specific opportunity the company it belong to,the salesperson or the team that is working on it. ● Additionaly competetive information is included here. ● E.g . Who is specifically competing for the opp. Against ur company & By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 18. Lead management ● Inf. Which will help u in reaching & interacting with ur potential customer. ● Functionality can be seen as a subset of OM. ● SFA package hav strong lead mgt features. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 19. Pipeline Management ● It is a particular term for the execution of established sales process. ● Each company has its criteria for what constitute its sales process. ● E.g. 1 company could set up alespersons objectives that r weighted by the steps of the sales process. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 20. Proposal management ● It is way of coordinating external proposals. ● It normally has an overflow which is determined by who is responsible for wht part of proposal. ● It can control the effective completion of the proposal by guiding the stages of evalution of cards of proposal. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 21. Commission management ● This is the tool that calculates comission for sales people. ● It looks very simple. ● It is not easy thing to implement. ● Sales person can often share the opportunities, which complicate the calculation of commissions. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 22. ● Additionally depending upon the company,the sales team might hav some private arrangement going. ● These arrengements are known to the manager & hav to be prommed into the application so as to cut accurate comission cheques. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 23. Territory (An area of knowledge )Management ● This is another imp feature that solves a complex problem. ● It is not perticularly complicatedd until there is a change in territory. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 24. Sales quota management ● Normally for sales manager. ● It allow them to see hw the individual sales person is doing relative to their quota within some time segment. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 25. Order tracking ● Track the status of . ● This is tied into finance fun.the product delivery By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 26. Quota generation ● A simple tool that ganereatequota for customer. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 27. Other SFA applications ● Competitive inform. System allows a salesperson to do research online. ● Telesales campaign mgmt. helps sales managers to design telemarketing campaign . ● Other SFA appl. Are expense reporting marketing. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 28. Other SFA Functions & features ● s/w distribution to mobile users: this is an infrastructural feature that makes simplify distribution of code to multiple users at a multiple places. ● Quote pricing engine: this feature draws customer records, product catalog generates a quote to customer. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 29. ● Smthese scripts: these are customized scripts for telly sales ●E-briefing: this feature allows creation intelligent discussion ● Vioce recognition: By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 30. SFA technology ● SFA is powerful not bcoz of functionality but with the flexibility of technology ● This is make SFA useful for professional on the road & manager in headquarters. ● One of the most significant technology is data synchronization By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 31. Data synchronization ● It is the process of updating infom. Among unconnected computers like laptop,mobile,desktop etc. ● Each synchronized system gets data that conform data on any other system ● Sales people in the field can update their local data & also maintain subset of master data. By: Shehrevar DavierwalaBy: Shehrevar Davierwala
  • 32. ● It also allows corporate managers & sales team to share inf. Created by field sales people such as schedule, meeting note By: Shehrevar DavierwalaBy: Shehrevar Davierwala