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| Business Need |
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The challenging sales environment in today’s market place mandates the need to have a comprehensive Field Sales Force Automation (SFA) system for diverse processes of order & trade marketing functions. These include order functions such as inventory control, sales processing, and trade marketing functions like tracking of customer interactions, customer audits, survey, as well as analyzing sales forecasts and performance. The complexity further increases when there are disparate enterprise systems that manage the order and customer relationship independently while the physical execution is performed by the same Field force personnel.
Typical challenges faced in organizations having field sales representatives include:
- Missing / misplaced sales orders
- Order to delivery lead time is long due to time delayed in getting order information
- Cash collected does not tally with receipts
- Customer is not around during sales call, time wasted in rescheduling
- Manual van inventory management leads to reconciliation problem
- Execution of Trade Promotion
- Education of channel/ customer on trade promotion
- Applying promotions during order taking/ van sales
- Sales rep’s covering their universe of customer and tracking visits & activities
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In addition to the above challenges, the quality of the data captured at the field
level is poor, coupled with inconsistencies in the format of the data capture. Collation
and analysis of the information becomes time consuming and laborious.
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| Our Solution |
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We offer a complete Field Sales Force Automation solution powered by NewsPage EXPRESS™,
an enterprise class mobility framework. The solution is geared to address the various
activities of CRM, direct store delivery (DSD) and route accounting across the Pharmaceutical,
FMCG and CPG segments. These applications manage and automate the activities of
distributors, sales and trade marketing representatives. For example Inventory Receipt,
Route Planning ,Sales Projection, Pre-sales, Call Center Sales, Van Sales among
other functions.
The technology framework underlying the solution is robust, scalable, works across
a mix of field level devices ranging from laptops to handheld devices (PDAs). Additionally,
the solution is independent of the operating system the device is running on. The
solution interfaces with, back office enterprise CRM and ERP systems, has local
language conversion. The communication of data from the device to the office is
supported across all available network protocols from LAN. WAN to GPRS.
How does our solution help:
Salesmen
- Able to plan the daily, weekly or monthly route
- Faster and up-to-date access to customers information
- Access to sales history for better understanding of customer needs
- Able to monitor performance at all times
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Distributors/ Back Office
- Better management of sales team
- Better visibility of sales revenue
- Multiple reports available for planning and analysis
- Better management of stocks
- Redundancy of data entry
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Principals
- Better customer relationship management
- On time delivery
- Visibility to activities and transactional level data for reporting
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Business Benefits
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- Easy Interface with existing enterprise application
- Cut down in error-prone manual data entry
- Effective inventory-based selling
- Operation visibility
- Increased timeliness of field operations
- Optimization of fleet and personnel capacities
- Improved customer service
- Increase In Return on Investment
- Ability to work with different communication protocols
- Supports different devices like Windows Mobile,Win CE,Pocket PC etc
- Real-time information capture
- Short learning curve for users to get used to the application
- Translation in to many languages including Japanese, Bahasa Malaysia, Traditional
Chinese, Simplified Chinese, Korean, Thai, Vietnamese, Spanish, Egyptian etc
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