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Salesforce management systems (also sales force automation systems (SFA)) are information systems used in customer relationship management (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 CRM systems
This included embedding sales force automation or extended customer service (e.g. inquiry, activity management) as CRM features in their ERP. Customer relationship management was popularized in 1997 due to the work of Siebel, Gartner, and IBM. Between 1997 and 2000, leading CRM products were enriched with shipping and marketing capabilities. [13]
Sales decision process is a formalized sales process companies use to manage the decision process behind a sale. SDP “is a defined series of steps you follow as you guide prospects from initial contact to purchase.” [1] This method includes planning specific timelines and milestones at the beginning of a sale, both internally and with the business customer.
Together with the creation of sales force automation (SFA), where electronic methods were used to gather data and analyze customer information, the trend of the upcoming Internet can be seen as the foundation of what we know as eCRM today. As we implement eCRM process, there are three steps life cycle: [11]
At first known mainly for its sales force automation products, [1] the company expanded into the broader CRM market. [2] By the late 1990s, Siebel Systems was the dominant CRM vendor, peaking at 45% market share in 2002. [3] On September 12, 2005, Oracle Corporation announced it had agreed to buy Siebel Systems for $5.8 billion.
Sales process engineering is the systematic design of sales processes done in order to make sales more effective and efficient. [ 1 ] It can be applied in functions including sales , marketing , and customer service .
Field force automation (FFA) is the capture of field sales or service information in real time using communications technology, typically handheld PDAs, wireless devices, tablet PCs or mobile phones. The captured data is transferred immediately to back-end systems ( ERP , CRM or accounting systems) through wireless connectivity (Wi-Fi, 3G ...
Sales Force Automation and Sales Force Management goes hand in hand. In today's work environment many businesses use the term sales Force Automation instead of Sales Force Management. But we need to keep in mind that Sales Force Management is a process and Sales Force Automation is more of a type of tool to utilize to the process.
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