6. Question 1: When
Salesforce.com launched as an
internet-based service, how did
that innovation help sales reps
to interact better with
customers?
7. Answer:
WHEN SALESFORCE.COM
LAUNCHED AS AN
INTERNET-BASED
SERVICE:
THEY ENABLED
CORPORATE SALES REPS
TO GATHER AND MANAGE
INFORMATION ABOUT
EXISTING AND
PROSPECTIVE
CUSTOMERS WHICH
RESULTS IN GREATER
SELLING PRODUCTIVITY.
TECHNOLOGY TAKES ALL
MARKETING/ADVERTISIN
G INFORMATION INTO
ONE CONCISE “CLOUD”
PORTFOLIO.
CREATES INTERFACE
ALLOWING CUSTOMERS
TO CONNECT MORE
EASILY WITH
CORPORATE REPS
THROUGH LAUNCH OF
“CHATTER”-ONLINE
MESSAGE SYSTEM FOR
BUSINESSES.
8. Question 2:Describe the differences that
Salesforce.com has made for customers NBCU
and GE Capital ?
9. Answer:
• Integrating customers – sales forces can
be integrated across customers.
• Social collaboration captures what is
happening across the whole company.
• Sales force can able to deliver the right
social information to the right account
executives at anytime- helps improve
customer relationships with advertisers.
• Better customer relationships- internal
collaboration.
10. Question 3:Consider the selling
process. How might any of the
Salesforce.com tools described
in this case facilitate each
step?
11. Answer:
• Salesforce.com uses tools that help the site remain on
the cutting edge.
• Use of Sales Cloud that helps facilitate the presentation
steP.
• Use of Service Cloud helps facilitate the objections and
follow-up steps
• Use of Collaboration Cloud facilitate the approach step.
• Exact Target Marketing Cloud facilitates the
presentation step.
12. Question 4:Looking forward, what products will
Salesforce.com have to develop in order to remain on the
cutting edge of supporting sales staffs with information
and collaboration?
13. Answer:
Salesforce.com is currently in a great position.
Their main focus should be increasing company
productivity and efficiency.
They creating products that tie the entire company
together.
