Sales Force Management

Topics: Sales, Customer service, Customer relationship management Pages: 32 (8264 words) Published: July 10, 2012
Sales force management systems are information systems used in CRM marketing and management that help automate some sales and sales force management functions. They are often combined with a marketing information system, in which case they are often called customer relationship management (CRM) systems. Sales force management systems are essentially the same thing as sales force automation system (SFA). A SFA, typically a part of a company’s customer relationship management system, is a system that automatically records all the stages in a sales process. SFA includes a contact management system which tracks all contact that has been made with a given customer, the purpose of the contact, and any follow up that may be needed. This ensures that sales efforts are not duplicated, reducing the risk of irritating customers. SFA also includes a sales lead tracking system, which lists potential customers through paid phone lists, or customers of related products. Other elements of an SFA system can include sales forecasting, order management and product knowledge. More developed SFA systems have features where customers can actually model the product to meet their needs through online product building systems. This is becoming more and more popular in the automobile industry, where patrons can customize various features such as color and interior features such as leather vs. upholstered seats. An integral part of any SFA system is company wide integration among different departments. If SFA systems aren’t adopted and properly integrated to all departments, there might be a lack of communication which could result in different departments contacting the same customer for the same purpose. In order to mitigate this risk, SFA must be fully integrated in all departments that deal with customer service management.

Making a dynamic sales force links strategy and operational actions that can take place within a department. the SFA relies on objectives, plans, budget, and control indicators under specific conditions. In order to perform the objectives correctly, specific procedures must be implemented: NEED AND IMPORTANCE OF THE STUDY

Sales force means the employees who involve in the sales related activities. Managing the sales force is the important activity for achieving the organizational activities. It involved all the activities relating the management of the employees i.e., training, assigning goals, review of performance, feedback, reasons for backlogs, etc., OBJECTIVES OF THE STUDY

The study aims at finding the information regarding sales force management of employees in Panchasheel enterprises (Ailneni) Pvt. Ltd. The objectives are: 1. To ensure the availability of a competent and willing workforce to an organization. 2. To meet the needs, aspirations, values and dignity of individual employees. 3. To know the policies and practices followed by the management regarding the sales force. SCOPE OF THE STUDY

The present study is a micro level study confined to the study of sales force management of the company. It also makes a modest attempt to examine their issues in terms of selected dimensions. Further, the in depth analysis is confined to employees in Panchasheel enterprises (Ailneni) Pvt. Ltd. The data gathered for analysis belongs to the period of 45 days.

Required data for analysis has been collected through
* Primary data
* Secondary data
Primary data
Information that is collected from employees or any person is known as primary data, it is otherwise called as first information. It is collected through questionnaires and interviews. Secondary data

Information that is gathered from books, company’s previous records, magazines are known as secondary data. This study is based on mainly of primary data. The main sources of primary data are employees of Panchasheel enterprises (Ailneni) Pvt. Ltd. The secondary data is gathered from the status...
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