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Design and Application of Sales Management System Based on CRM

Author: HanXu
Tutor: MaShouFeng
School: Tianjin University
Course: Business Administration
Keywords: Sales Force Automation Customer Relationship Management Information System Sales Process Customer Satisfaction
CLC: F274
Type: Master's thesis
Year: 2010
Downloads: 102
Quote: 0
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Abstract


Currently, the environment of market is more competitive, companies continue topursue the goal is to maintain and expand its market share in order to achievemaximum profit. Company managers constantly strive to build a rich competitivesales force, to help companies achieve their business goals. In this essay, the writertakes the implementation of SFA systems in A Elevator Company as background andanalyzes their practical problems in sales management. In the traditional mode ofsales management, A Elevator Company experienced a wide range of issues.Particularly the rapid development of the market today, the massive customerinformation and project management has become a difficult problem to trouble theenterprise sales management. With deficient management, corporations may losspotential sales opportunities. In today’s fast-growing information age, we should usemodern information technology to effectively help and solve all of the processing ofsales, so that it could make the original complex work simple, improving salesefficiency and reducing costs.This essay aims to analysis the sales force automation system’s structure anddetails of the function, design a set of sales force automation system theory-basedCRM to meet customer demand and the overall improvement of the sales process,thereby enhancing the company’s sales information management degree. This articlecombines elements of sales management process theory and the process of elevatorproducts sales, and researches on how to transfer these processes into a systemprocess. According to the characteristics of A Company sales process, the new systemwas be designed include new sales automation function and structure to optimize thecurrent sales process and to improve project success rate and customer satisfaction.After the completion of the design scheme, this paper researches on how the salesautomation systems applied to real cases. It studies the implementation steps of thesales force automation system, and the preliminary results of the application ofHangzhou branch. This article also collected and analyzed the data and the results ofthe system application in the United Kingdom during 3 years. Finally, the essaysummarizes the problems and experiences which system implementation processshould be pay attention and prospects of the SFA system in the future developmenttrend.

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