Channel Optimization for On Field Sales Force by Integration of Business Software on Mobile Platforms

2009 ◽  
pp. 182-193
Author(s):  
Rishi Kalra ◽  
Amit Nanchahal
Keyword(s):  
Sales Force ◽  
Mobile Platforms ◽  
Customer Expectations ◽  
Sales Professionals ◽  
Sales Force Automation ◽  
Sales Channels ◽  
Sales Teams ◽  
Business Software ◽  
Increase Productivity ◽  
Software Platforms

Marketing and sales channels are a significant lifeline for the sales force of a business. Sales professionals work on the concept of creating and widening channels that are then fed by the supply chain and distribution network of the businesses. Sales teams are constantly pushed to meet customer expectations while generating revenue for the company. As companies grow, these pressures increase. Sales teams are now looking at Mobile Sales Force Automation technologies to handle the ever increasing customer demands. Companies want to keep costs low, increase productivity and efficiency through mobile devices for the much needed edge on the field. This chapter is based on literature review of channel optimization as well as mobile software platforms and challenges faced by the sales force. This chapter discusses the need for integrating business software on mobile platforms that will optimize and enhance the performance of sales processes.

Channel Optimization for On Field Sales Force by Integration of Business Software on Mobile Platforms

2009 ◽  
pp. 2584-2598
Author(s):  
Rishi Kalra ◽  
Amit Nanchahal
Keyword(s):  
Sales Force ◽  
Mobile Platforms ◽  
Customer Expectations ◽  
Sales Professionals ◽  
Sales Force Automation ◽  
Sales Channels ◽  
Sales Teams ◽  
Business Software ◽  
Increase Productivity ◽  
Software Platforms

Marketing and sales channels are a significant lifeline for the sales force of a business. Sales professionals work on the concept of creating and widening channels that are then fed by the supply chain and distribution network of the businesses. Sales teams are constantly pushed to meet customer expectations while generating revenue for the company. As companies grow, these pressures increase. Sales teams are now looking at Mobile Sales Force Automation technologies to handle the ever increasing customer demands. Companies want to keep costs low, increase productivity and efficiency through mobile devices for the much needed edge on the field. This chapter is based on literature review of channel optimization as well as mobile software platforms and challenges faced by the sales force. This chapter discusses the need for integrating business software on mobile platforms that will optimize and enhance the performance of sales processes.

Sales Force Technology for the Hospitality Industry

2012 ◽  
pp. 136-150
Author(s):  
Ruth Rios-Morales ◽  
John C. Crotts
Keyword(s):  
Hospitality Industry ◽  
Sales Force ◽  
Sales Professionals ◽  
Sales Force Automation ◽  
Meeting Planners ◽  
Realistic View ◽  
Hospitality Educators

Advancements in Sales Force Automation (SFA) is rapidly changing the landscape in how meeting planners and hotel sales professionals do business with one another. This chapter highlights where those changes are occuring, why they are occuring, and what they mean to both buyers and sellers. The intent of this overview is to inform hotel owners and investors who are considering such an investment as to the benefits that can potentially be derived from SFA. Furthermore, our intent is to provide hospitality educators insights as to how SFA is changing the workplace of both meeting planners and hotel sales professionals so they can provide their students a realistic view of the software aids they may need to master to be successful in their careers.

SISTEM INFORMASI PENJUALAN DENGAN MENERAPKAN METODE SALES FORCE AUTOMATION

2019 ◽  
Vol 20 (3) ◽  
pp. 214-223
Author(s):  
Vivi Sahfitri
Keyword(s):  
Information System ◽  
Customer Service ◽  
Sales Force ◽  
Sales Force Automation ◽  
Sales Process ◽  
Marketing Area ◽  
Consumer Dissatisfaction ◽  
Product Manufacturer ◽  
The Way

The sales process is the most important part of the product manufacturer or the company being ditributor. Conventional sales system by the way telephone or consumer come directly to know the available or not the product needed to make consumers should take the time to do that. Such conditions can also lead to consumer dissatisfaction especially if the desired item is unavailable. Dissatisfaction with customer service can affect the indication of declining sales turnover. For that, the company needs a website-based sales information system that can be accessed by consumers anytime and anywhere so that it can expand its marketing area, and can facilitate salespeople to conduct promotions to Community. This research produces the sales information system by implementing a sales Force Automation (SFA) method which is expected to maximize the sales and focus of services to customers.

Building Exchange Relationships: Perceptions of Sales Representatives' Performance

1993 ◽  
Vol 72 (2) ◽  
pp. 607-614 ◽  
Author(s):  
Jon M. Hawes ◽  
Thomas L. Baker ◽  
James T. Strong
Keyword(s):  
Sales Force ◽  
Sales Representatives ◽  
Exchange Relationships ◽  
Sales Professionals ◽  
Burden Of Persuasion ◽  
Business To Business ◽  
Seller Relationship ◽  
Important Objective

Purchasing and sales professionals spend considerable portions of the work week interacting. Usually the burden of persuasion is faced by the seller and a very important objective of any sales call is an improvement in the buyer-seller relationship. This research examined the views of a sample of 173 purchasing executives and 193 manufacturers' representatives concerning sellers' performance on a number of variables related to exchange relationships. Analysis indicated that buyers held significantly more modest views of the performance of sales representatives than did members of the business-to-business sales force.

scholarly journals Conceptual framework and research method for personality traits and sales force automation usage

2011 ◽  
Vol 6 (17) ◽  
pp. 3784-3793 ◽  
Author(s):  
Chen Cheng Wu ◽  
Tseng Chun Pin ◽  
Lee King Ling ◽  
Yang Han Chung
Keyword(s):  
Personality Traits ◽  
Conceptual Framework ◽  
Research Method ◽  
Sales Force ◽  
Sales Force Automation

scholarly journals Software Engineering and New Emerging Technologies

Economics ◽  
2015 ◽  
pp. 1541-1563
Author(s):  
Sergio Ricardo Mazini
Keyword(s):  
Software Engineering ◽  
Information Integration ◽  
Research Method ◽  
Emerging Technologies ◽  
Sales Force ◽  
Mobile Technologies ◽  
Sales Force Automation ◽  
Industrial Companies

This chapter presents an approach to the role of software engineering in developing solutions for new mobile technologies, like tablets. It discusses the importance of the new standards brought by emerging technologies such as engineering and how software must adapt to this new reality in order to identify the needs of data, information, integration, shares, and other issues that will contribute to the life cycle of these solutions. The chapter also discusses the contribution of users in the development process and improve these solutions. The research method is the case study conducted in industrial companies that use a digital catalog solution and sales force automation for tablets. This chapter presents a new approach based on commercial tablets which is supported by a platform of software and services called commercially Nimiam (www.nimiam.com.br).

scholarly journals Studi Kelayakan Aplikasi Sales Force Automation pada PT. Semesta Nustra Distrindo

Sisfo ◽  
2017 ◽  
Vol 06 (02) ◽  
pp. 213-230
Author(s):  
Janandra Aji Prayuda ◽  
◽  
Joko Lianto BulialiPublished  ◽  
Keyword(s):  
Sales Force ◽  
Sales Force Automation

Mobile Business Applications

2009 ◽  
pp. 2163-2168
Author(s):  
Cheon-Pyo Lee
Keyword(s):  
Mobile Applications ◽  
Financial Management ◽  
Sales Force ◽  
Customer Relationship ◽  
Mobile Technologies ◽  
Mobile Business ◽  
Sales Force Automation ◽  
Business Applications ◽  
Scale Usage ◽  
E Mail

As an increasing number of organizations and individuals are dependent on mobile technologies to perform their tasks, various mobile applications have been rapidly introduced and used in a number of areas such as communications, financial management, information retrieval, and entertainment. Mobile applications were initially very basic and simple, but the introduction of higher bandwidth capability and the rapid diffusion of Internet-compatible phones, along with the innovations in the mobile technologies, allow for richer and more efficient applications. Over the years, mobile applications have primarily been developed in consumer-oriented areas where products such as e-mail, games, and music have led the market (Gebauer & Shaw, 2004). According to the ARC group, mobile entertainment service will generate $27 billion globally by 2008 with 2.5 billion users (Smith, 2004). Even though mobile business (m-business) applications have been slow to catch on mobile applications for consumers and are still waiting for larger-scale usage, m-business application areas have received enormous attention and have rapidly grown. As entertainment has been a significant driver of consumer-oriented mobile applications, applications such as delivery, construction, maintenance, and sales of mobile business have been drivers of m-business applications (Funk, 2003). By fall of 2003, Microsoft mobile solutions partners had registered more than 11,000 applications including e-mail, calendars and contacts, sales force automation, customer relationship management, and filed force automation (Smith, 2004). However, in spite of their huge potential and benefits, the adoption of m-business applications appears much slower than anticipated due to numerous technical and managerial problems.

The ERP Marketplace

2011 ◽  
pp. 172-181 ◽  
Author(s):  
Andrew Stein ◽  
Paul Hawking
Keyword(s):  
Sales Force ◽  
Market Place ◽  
Preliminary Results ◽  
Sales Force Automation ◽  
Demand Planning ◽  
The People ◽  
Global Trend ◽  
Front Office ◽  
Back Office

The global ERP industry blossomed in the 1990’s automating back office operations. The Australian ERP industry matched this global trend and has kept pace with the latest amalgam of front office applications including CRM, demand planning and sales-force automation being merged with the traditional ERP applications. ERP vendors are frantic in their attempts to ride the “E” wave whilst ERP customers struggle with the people, process and technology implications that ERP brings. This paper presents the preliminary results of an analysis of the Australian ERP market place. This study looks at the market movement and demographics of SAP, the dominant ERP vendor within the Australian marketplace.

Sign in / Sign up

Export Citation Format

Share Document