This chapter discusses personal selling, including the types of selling jobs, sales force objectives and strategies, theories of personal selling, the personal selling process, and issues related to customers and automation. The personal selling process involves 7 stages: prospecting, pre-approach, approach, sales presentation, handling objections, closing, and post-sales follow-up. Different theories of personal selling are also examined, such as AIDA, the buying formula, and behavior equation theories. The chapter also explores sales force strategies like using company salespeople, distributors, telemarketing and strategic alliances.
What consumers thinking before purchasing the commodity or how they take decisions for purchasing any commodity.
This presentation covered the stages of buying process of coonsumer.So, it helps to analyse the buying behaviour of people.
A summary on products branding from a marketing management perspective, discussing topics such as creating brands, brand equity, brand positioning, product lifecycle and market evolution.
Introduction to Consumer Behaviour; Consumer Behaviour
and Marketing Strategy; Consumer Involvement – Levels
of involvement, and Decision Making
Consumer Decision Process – Stages in Decision Process,
Information Search Process; Evaluative Criteria and
Decision Rules, Consumer Motivation – Types of Consumer
Needs, Ways of Motivating Consumers. Information
Processing and Consumer Perception.
Consumer Attitudes and Attitude Change; Influence of
Personality and Self Concept on Buying Behaviour,
Psychographics and Lifestyles, Impuse Buying.
Diffusion of Innovation and Opinion Leadership, Family
Decision Making, Influence of Reference Group
Industrial Buying Behaviour– Process and factors, Models
of Consumer Behaviour – Harward Seth, Nicosia, E& D,
Economic Model; Introduction to Consumer Behaviour
Audit; Consumer Behaviour Studies in India
What consumers thinking before purchasing the commodity or how they take decisions for purchasing any commodity.
This presentation covered the stages of buying process of coonsumer.So, it helps to analyse the buying behaviour of people.
A summary on products branding from a marketing management perspective, discussing topics such as creating brands, brand equity, brand positioning, product lifecycle and market evolution.
Introduction to Consumer Behaviour; Consumer Behaviour
and Marketing Strategy; Consumer Involvement – Levels
of involvement, and Decision Making
Consumer Decision Process – Stages in Decision Process,
Information Search Process; Evaluative Criteria and
Decision Rules, Consumer Motivation – Types of Consumer
Needs, Ways of Motivating Consumers. Information
Processing and Consumer Perception.
Consumer Attitudes and Attitude Change; Influence of
Personality and Self Concept on Buying Behaviour,
Psychographics and Lifestyles, Impuse Buying.
Diffusion of Innovation and Opinion Leadership, Family
Decision Making, Influence of Reference Group
Industrial Buying Behaviour– Process and factors, Models
of Consumer Behaviour – Harward Seth, Nicosia, E& D,
Economic Model; Introduction to Consumer Behaviour
Audit; Consumer Behaviour Studies in India
Buying Decision Making Process
Buying roles, Stages of the decision process – High and low effort decisions, Post purchase decisions, Models of consumer behaviour
Industrial marketing (or business-to-business marketing) is the marketing of goods and services by one business to another. Industrial goods are those an industry uses to produce an end product from one or more raw materials.
Personal selling process & Consumer BehaviourCitibank N.A.
This presentation deals with consumer buying model to give insights on consumer psychology. It defines personal selling and its nature and objectives. It further details the steps and techniques of personal selling process. And finally it differentiates between relationship selling and transactional selling
PR Asia 360 Presentation: Trust and Ethicsali Bullock
The pay-for-play ecosystem is still very much in existence, whether it’s via blogs, advertorials, brand ambassadors or keeping dodgy deeds quiet. How is this paradigm viewed by regional audiences, especially in light of the “black PR” framework in China? At what point do ethical considerations supersede business opportunities? And, how do you police local offices and staff in jurisdictions that are historically and culturally known for questionable ethics?
Buying Decision Making Process
Buying roles, Stages of the decision process – High and low effort decisions, Post purchase decisions, Models of consumer behaviour
Industrial marketing (or business-to-business marketing) is the marketing of goods and services by one business to another. Industrial goods are those an industry uses to produce an end product from one or more raw materials.
Personal selling process & Consumer BehaviourCitibank N.A.
This presentation deals with consumer buying model to give insights on consumer psychology. It defines personal selling and its nature and objectives. It further details the steps and techniques of personal selling process. And finally it differentiates between relationship selling and transactional selling
PR Asia 360 Presentation: Trust and Ethicsali Bullock
The pay-for-play ecosystem is still very much in existence, whether it’s via blogs, advertorials, brand ambassadors or keeping dodgy deeds quiet. How is this paradigm viewed by regional audiences, especially in light of the “black PR” framework in China? At what point do ethical considerations supersede business opportunities? And, how do you police local offices and staff in jurisdictions that are historically and culturally known for questionable ethics?
Personnel Selling Strategies Slide already shared in Sales Summit Conference at Aryaduta Hotel, March 31, 2011.
Inti Pesan as an event organizer in this event
This is the first episode of ... ESPRESSO SHOTS OF BUSINESS WISDOM. In this series, I plan to share some easy-to-follow business advice.
For more business marketing advice, peruse my blog: brandautopsy.typepad.com. Or, visit my website to learn more about me ... www.brandautopsy.com.
This presentation deals with various theories of sales like AIDAS theory, Right set of circumstances theory, buying formula theory, behavioural equation theory. It also discusses the SPIN model of selling and details the Situation, Problem, Implication and Need Pay-off questions at the heart of SPIN Model. This presentation is useful for practicing professionals, professors and students teaching and studying undergraduate and post graduate courses in marketing and sales & distribution management of GGSIP University, University of Delhi and other universities
8 types of organisational structures their advantages and disadvantagesvengalarao pachava
Organisation structure
source of Material: http://www.yourarticlelibrary.com/organization/8-types-of-organisational-structures-their-advantages-and-disadvantages/22143/
Note:This is not my own contribution. All rights are reserved to above mentioned website.
Theories of Selling
1. AIDAS” theory
2.“Right set of circumstances” theory
3.“Buying-formula” theory
4.“Behavioural equation” theory
Securing Attention
Gaining Interest
Inducing Actions:
J.A Howard
Non-triggering cues
Triggering cues:
Informational cues
A Reinforcement
Specific product information cues
This PPT gives a brief outlook of the process of personnel selling and its various stages. For any queries feel free to contact at prateekckc@yahoo.co.in
Success of the organization depends on the experience and competence of the officers of the organization. Different forms of organizations are Line, military or scalar organization, functional organization, line and staff organization, committee of organization, project organization, matrix organization and freeform organization.
For more such innovative content on management studies, join WeSchool PGDM-DLP Program: http://bit.ly/ZEcPAc
Connect2Innovation: Sales- are you selling comfortable?Glenn Thorogood
What makes a good sales proposition?
•Are there different selling styles
•What does a professional buyer expect from you?
•Larger organisations
•Lead Generation –is your process robust enough?
Chapter 1 DEFINING MARKETING FOR THE 21st CENTURYNishant Agrawal
DEFINING MARKETING FOR THE 21st CENTURY
WHAT IS MARKETED?
DEMAND STATES
Core MARKETING CONCEPTS
MARKETING CONCEPTS
Company orientation
Towards marketplace
COMPANY ORIENTATION
Holistic Marketing Concept
Understand four Ps (Marketing Mix)
MARKETING TASKS
When your product is high involvement, your marketing communications becomes high involvement and that is where direct marketing, relationship & personal selling comes into picture .
Explore our most comprehensive guide on lookback analysis at SafePaaS, covering access governance and how it can transform modern ERP audits. Browse now!
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
2. In this chapter we will
discuss:
• Buyer seller dyads
• Types of selling jobs
• Sales force objectives
• Sales force strategies
• Theories of personal selling
• Approaches to personal selling
• Personal selling process
• Customer related issues in personal selling
• Automation in personal selling
3. Introduction
• Equipping sales force with latest gadgets
• Highly interactive & suits many complex
products & services
• How it has become challenging in 21st
century
• How advanced technology facilitated
their functions from virtual office
• Need of the 21st
century (flexibility &
adaptability
4. Buyer seller dyads
• Whenever a potential buyer & seller
interact, they constitute a dyad
• Appropriate, relevant communication
between them increases the success of a
sales call
• Research conducted by HL Mathews, David
T Wilson & John F Monoky resulted,
– That the relationship between the customer &
the sales person is affected by the later’s
principles, expectation and communication
skills
5. Continued…..
• A glance on “The prisoner’s dilemma matrix”
– What if they know that they are similar?
(cooperate)
– What is they know that they are dissimilar?
(compete)
• Conclusion: likelihood of a sales person
making a sale to a customer is higher if he
shares same characteristics with the
customer
– E.g. demographics, physical features etc. (MetLife
Insurance company – NRIs)
6. Types of selling jobs
• Personal selling is still organized around sales
territories, products and customers but not
based on tasks or activities involved
• This is because of the misconceptions held by
top management
• They don’t recognize that sales people
perform 2 different kinds of tasks for which 2
different manpower is required
• They are
– Sales development (developmental)
– Sales maintenance (service oriented)
• What is the difference?
• How sales development is being neglected?
7. Sales development
• Different skill set is required
(creativity, knowledge about customer,
economy & market)
• Perceived need to be known & play the
role of change agent
• Steps in developing new accounts
8. Steps in developing new accounts
• Search for potential accounts
• Identify key decision maker, gain access
• Project as problem solver for client
• Develop dissatisfaction about existing
product
• Explain the need to change for gaining
• Conversion into actual replacement
• Build long term relation with
reassurance
9. Sales maintenance
• Maintaining the account, here priorities
will change
• Main concern is increasing purchases and
defend from probable threats from
competitors
• For this acquiring through knowledge of
the customer’s organization, operations
& human, financial resources is required
• Be solver all time
10. Sales force objectives
• Objectives can be qualitative /
quantitative in nature
• Qualitative Objectives:
– Effective time management
– Possessing sufficient knowledge
– Maintaining efficient customer relations
– Project pleasing attitude/appearance
– Secure all relevant information
11. Quantitative Objectives
• Increase, manage & retain market share
• No. of sales calls per day / no. of days worked
• Sell optimum product mix which gives
maximum profitability
• Generate certain no. of new accounts per
month
• Minimize sales expenses
• Procure certain quantum of business from
certain no. of clients
12. Sales force strategies
• These are of 2 types
– Market access strategies
• These will depend upon the market potential &
size of different prospective accounts
• E.g. IBM initially started with 5,000 sales
persons later included 18 other channels
– Account relation ship strategy
• Trying to establish long term relations
13. Market access strategies
1. Company’s use of its own sales force
2. Use of distributors
3. Tele marketing
4. Independent sales agents
5. The internet
6. Developing hybrid marketing systems
7. Establishing alliances
14. Company’s use of its own sales
force
• They should be geared up to meet
challenges
• Should be well trained to increase
efficiency
15. Use of distributors
• In industrial markets maximum
proportion of products will be sold to
distributors
• Factors to be considered:
– Understanding distributor needs
– Developing a working relationship
– Managing the relationship effectively
16. Tele marketing
• Helps in identifying new prospects &
turning them to profitable accounts
• Selling product over the telephone
• India is one of the emerging markets in
this field
17. Independent sales agents
• These people are meant to cover a
given territory & develop sales
relationship with customers.
• But, now they are handling accounts
rather than territories
• Economic criteria drives this approach
18. The internet
• Online services worth millions of dollors
• Biggest advantage is they do not require
larger investments
• No geographical boundaries
19. Developing hybrid marketing
systems
• Using combination of several channels
• Almost all the industries are following
this to increase the reach
• No. of channels and marketing tasks to
be performed is to be decided
20. Establishing alliances
• Alliances are in the form of
– Mergers
– Consolidations
– Take-over
– Joint ventures
• Examples:
– IBM with 153 companies
– HM - Mitsubishi
21. Account relation ship strategy
• Long term relations are needed to have
continuous transactions
• Customer makes repeat purchases as
several types of products are available
• Organizational buying is complex
comparatively
• So, different dimensions and authority
and power structures are to be studied
by a sales person prior to approaching
22. Theories of personal selling
• IS SELLING AN ART OR SCIENCE?
• Survey of 173 sales executives
– Result : 46% art, 8% science & 46% art
evolving into science
• Various theories
– AIDAS theory
– Right set of circumstances theory
– Buying formula
– Behavior equation (buyer decision process &
influence of sales person)
23. AIDAS theory
• William James
• Evolution as early as in 1898
• Features:
– Securing attention
– Gaining interest
– Kindling desire
– Inducing action
– Building satisfaction
24. Right set of circumstances theory
• Situation, response theory
• Set of circumstances includes external
as well as internal factors
• Sales person to control the situation
25. Buying formula theory of selling
• Name given by E K strong Jr.
• Arrangement of buyer’s thinking
process
1. Need/problem solution purchase
2. Need/problem solution purchase
satisfaction
3. Need/problem product/service & trade
name purchase satisfaction
26. Behavior equation theory
• J A Howard
• Learning process
• Drives
– Innate (hunger, thirst, pain)
– Learned (status, recognition)
• Cues
– Triggering (activates decision process)
– Non triggering (have an impact on decision process)
– Types
• Product cues
• Information cues
• Product & information cues
• Response & reinforcement
27. Howard’s equation
• B = P X D X K X V
• B = response / act of purchasing
• P = predisposition
• D = drive level / amount of motivation
• K = value of the product
• V = intensity of all cues: triggering,
product or informational
“MULTIPLICATION EFFECT”
28. Approaches to personal selling
• Three types of approaches are available
– Stimulus response approach
– Need satisfaction approach
– Problem situation approach
29. Stimulus response approach
• Makes positive statements about the
product by using statements such as
“user friendly product” or “satisfaction
guaranteed” etc.
• Sales will have no idea about customer’s
needs and customer’s involvement is too
low. It is suitable only for inexperienced
sales person
30. Need satisfaction approach
• Focuses on customer’s needs. Sales
person identifies the need and offers a
product which can satisfy the same
• Two way communication with high
involvement from customer’s side
• Skilled and experienced salesperson is
required
31. Problem situation approach
• It’s a combination of need satisfaction
approach and scientific technique of
problem solving
• Here sales person makes the customer to
identify the problem, suggests
alternatives to face the problems by
giving pros & cons of each alternative
and finally selecting the best solution
• It takes longer time and used in
computer, telecommunication
equipment etc.
32. Personal selling process
•It consists of 7 different stages
Prospecting
Pre approach
Approach
Sales presentation
Handling objections/sales resistance
Close
Post sales follow up
33. Prospecting
• It involves searching & identifying
potential customers who may be willing
and have ability to pay for the product
• Cold calling is the first step after
obtaining information from external
sources, internal sources, personal
contacts & miscellaneous sources
34. Pre approach
• More detailed information about the
customer’s tastes and preferences is gathered
• It avoids from making serious error in sales
presentation
• It helps is qualifying prospects
• Generally interview technique is used to
gather additional information
• Here they get the appointment with the help
of intermediaries, sending letters, telephone
contact or reference of existing customer
35. Approach
• First official contact takes place and the
sole purpose of sales person is to catch
the prospect’s attention
• Open ended questions, sincere
compliments are used in triggering
interest
• Methods to obtain attention & generate
interest in a prospect
36. Methods
• Non product related approached
– The referral approach
– Introductory approach
– Shock approach
– Premium approach
– Showmanship
• Peaking interest approach
– Arousing curiosity
• Consumer directed approaches
– Question approach
– Survey approach
– Compliment approach
• Product related approaches where product is
shown with little or no explanation
37. Sales presentation
• Demonstration & explanation about the
product. It includes many techniques.
– Visual display techniques
• Visualizing
• Demonstrating
– Presentation techniques
• Customized sales presentation
• Partially standardized
• Standardized sales presentation
– Non visual clarification techniques
• Questions
• Comparisons
• showmanship
39. • Create strife techniques
– Coming to that method
– Comparative item method
– Indirect denial methods
– “it’s in your hands” method
• Offset objection techniques
– Yes, but method
– Compensation method
– Comparison or contrast method
– Case history method
• Clarify objection techniques
– Demonstration method
– Boomerang method
– Purpose trail use method
• Miscellaneous techniques
– Like putting a question pertaining to objection
as answer
40. Close
• Here sales person asks for an order &
tries to close the deal after negotiations
& convincing customer
• Some techniques used are:
– Clarification close
– Psychologically oriented close
– Straight forward close technique
– Concession close
41. • Clarification close
– Comparison close
– Demonstration close
– Report close
– Choice close
– Assumption close
• Psychologically oriented close
– Silence
– Minor decision close
– “buy-now” close
– Emotional close
• Straight forward close technique
– Direct close
– Summary close
– Single obstacle close
• Concession close
– Concessions & price discounts are offered
42. Post sales follow up
• Concentrates on reducing post purchase
negative feelings to build loyal
customers
• Techniques used for effective follow up
– Customer service activities
– Customer satisfaction oriented activities
– Customer referral activities
43. Customer related issues in
personal selling
• Organizations need to understand
customers effectively to improve
profitability
• Time & attention are to be devoted in
this matter
• Some critical issues that a company
should confront are:
44. Critical issues
1. Understanding customer types through
different selling styles
1. Trade / missionary / technical / new business
selling
2. Finding customers
3. Researching customers
4. Communicating effectively
5. Providing customer service
6. Creating customer satisfaction (distress/just
satisfied/delighted)
45. Automation in personal selling
• Innovations in telecommunications &
impact on sales force
• These tools have made the job of sales
person easier, at the same time
challenging
• Widely used tools are pagers, cells,
notebook computers, palm tops, laptops
etc. & help in using technology like e-
mail, video conferencing etc.
• However, as the tools are most
expensive judicious usage is needed
46. Benefits of sales force
automation
1. Information sharing
2. Handling customer alerts
3. Reporting sales force activities
4. Tracking the progress of leads
5. Accurate routing of leads
6. Internet based facilities (desktop video
conferencing)
7. Customer profiling
8. Comparison of historical data
9. Competitive intelligence
10. Sales forecasting tools