This document discusses how sales acquisition software and customer relationship management (CRM) systems can help companies increase sales and retain customers. It outlines several key features of sales acquisition tools, including lead management, opportunity management, activity planning and management, workflow management, distribution management, sales forecasting, and integration with other applications. The document emphasizes that in economic downturns, CRM systems are important for understanding customer behavior and providing high value at low cost to retain existing customers and acquire new ones.

2. SPEEDING UP SALES USING SALE ACQUISITION SOFTWARE

3. Contents FEATURES OF SALES ACQUISITION TOOLS WHY USE OF CUSTOMER RETENTION TOOLS VEIWS OF MARKETERS ABOUT C.R.M SYSTEMS C.R.M. SYSTEMS INTRODUCTION SALES SYSTEMS ON THE MOVE INTEGRATION WITH OTHER APPLICATIONS

4. I NTRODUCTION In times of economic recession, it is important to manage relations with customers. Managing relations with existing customers and acquiring new ones are more than just a marketing. For this it is believed by many Marketers that they are spending money to acquire or retain customers, in actual, they are spending money to loose them.

5. C.R.M SYSTEMS C.R.M stands for Customer Relationship Management Systems. These are built in to provide effective measurements in managing relations with existing or a new customer. These systems have been adopted in large organizations since 2002. By using the C.R.M systems, the value of sale can be increased gently and rapidly.

6. VEIWS OF MARKETERS ABOUT C.R.M SYSTEMS Marketers Strategy This is a study released by Chief Marketing Officer (CMO) Council in 2008. 45% 50%

7. W HY U SE O F C USTOMER R ETENTION T OOLS ? 4 Marketers can achieve this goal by using Sales Acquisition tools that are usually built into CRM Systems. 1 In times of economic turbulence, the customers tend to cut back buying. 2 Their behavior changes and they look for a high value products and low cost services. 3 In this situation, it is essential to understand the customer behaviors and their requirements.

8. F EATURES OF S ALES A CQUISITION T OOLS Distribution Management Sales Forecasting Lead Management Workflow Management Opportunity Management Activity Planning and Management

9. LEADS MANAGEMENT The Marketing department activities for a services based organization usually result in “Leads”. LEADS MANAGEMENT These leads come in form of phone-calls, e-mails and feedbacks. Managing sales leads, and optimizing the distribution of the leads are critical for achieving success. Sales acquisition softwares gathers all leads in one centralized location and helps to distribute them.

10. OPPORTUNITY MANAGEMENT It provides the sales teams to work together to close deals. OPPORTUNITY MANAGEMENT It gives single place for updating information, tracking milestones and recording interaction

11. ACTIVITY PLANNING AND MANAGEMENT This module helps decrease the over-all time by simplifying and automating tasks. ACTIVITY PLANNING & MANAGEMENT It helps track tasks and activities, schedule meetings, assign tasks to other users, and setup remainder for the sales teams.

12. WORKFLOW MANAGEMENT These tools can easily customize the organization’s workflow and sales plans. WORKFLOW MANAGEMENT This results in elimination of useless tasks and leads to swift approvals. In large organizations, sales process becomes lengthy due to the unique workflow of an organization. Sales Acquisition Tools also help in providing workflow management.

13. DISTRIBUTION MANAGEMENT These territories require constant monitoring. Companies with national or international sales force divides their sales teams in certain territories Sales acquisition tools helps marketers to analyses, manage, setup and modify these territories. DISTRIBUTION MANAGEMENT

14. SALES FORECASTING Sales forecasting is one of the most critical activity. Company sets its goal on the base of this activity. SALES FORECASTING Sales acquisition softwares offer forecasting capabilities that grows the revenue of companies.

15. SALES SYSTEMS ON THE MOVE Mobile version of modern sales acquisition tools are now available which provides more reliability and more connectivity to the sale representatives anywhere with online access data and view updates. Examples :- Windward's System Five POS Software Cincom

16. INTEGRATION WITH OTHER APPLICATIONS Sales acquisition tools need to integrate well with other applications such as Microsoft Outlook, Microsoft Office and Excel. This provides seamless integration and synchronizing when a company decides to start using sales acquisition tools.

17. Thank You !

18. Questions Presented by : Mohammad Younus (08IN70) Department of Industrial Engineering and Management