Sales force automation using web technologies:
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York <<u.a.>>
Wiley
1998
|
| Schriftenreihe: | Wiley computer publishing
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XX, 424 S. Ill. 1 CD-ROM (12 cm) |
| ISBN: | 0471191140 |
Internformat
MARC
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| 100 | 1 | |a Khandpur, Navtej |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Sales force automation using web technologies |c Navtej (Kay) Khandpur ; Jasmine Wevers |
| 264 | 1 | |a New York <<u.a.>> |b Wiley |c 1998 | |
| 300 | |a XX, 424 S. |b Ill. |e 1 CD-ROM (12 cm) | ||
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| 490 | 0 | |a Wiley computer publishing | |
| 650 | 7 | |a Automatisering |2 gtt | |
| 650 | 7 | |a Internet |2 gtt | |
| 650 | 7 | |a Marketing |2 gtt | |
| 650 | 7 | |a Verkoop |2 gtt | |
| 650 | 4 | |a Datenverarbeitung | |
| 650 | 4 | |a Marketing |x Data processing | |
| 650 | 4 | |a Sales management |x Data processing | |
| 650 | 4 | |a Selling |x Data processing | |
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| 700 | 1 | |a Wevers, Jasmine |e Verfasser |4 aut | |
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Datensatz im Suchindex
| _version_ | 1804126686231396352 |
|---|---|
| adam_text | I SETTING THE STAGE 1
1 Sales Force Automation 3
Why Automate? 4
Increased Sales Effectiveness 5
Improved Sales Efficiency 7
Higher Customer Satisfaction 8
Estimating the Return on Investment 10
Sales Force Automation Tools 13
Stand Alone SFA Tools 14
Interconnected SFA Tools 16
Integrated SFA Tools 18
Audience for this Book 20
Structure and Overview 21
Part I Setting the Stage 21
Part II Sales Processes and Models 21
Part HI Planning and Implementation 22
Part TV Survey of SFA Technologies 22
Work Areas 23
Accompanying CD ROM 23
Summary 24
v
vi ¦ Contents
2 Overview of Sales Force Automation
Technologies 25
Opportunities for Automation 26
Historical Sales Process 26
Why This Historical Technology Is Relevant 28
Automation 31
Core Technologies 32
Relational Databases 32
Remote Connectivity 32
Tetherless (Mobile) Connectivity and Data
Synchronization 33
Wireless Connectivity 33
Web Technologies 34
World Wide Web (WWW) 35
Web Page 39
World Wide Web as an Application Platform 39
Architectural Considerations 42
Enterprise Considerations 45
CGI Scripts 47
Multimedia 47
Security 48
Push Technology 50
The Web as a Central Repository 51
Importance of Integration 54
Summary 55
3 Sales Models, Functions, and Tools 57
Sales Models 58
Overview of Sales Processes 59
Capturing the Lead 59
Lead Generation 59
Lead Qualification 61
Lead Distribution 62
Managing the Sales Cycle 64
Verification 64
Initial Sales Call 64
Request for Proposal 65
Contents ¦ vii
Presentation/Demonstration 66
Requirements Specification 66
Site Visits 66
Opportunity Management 67
Consulting and Training 67
Sales Configuration 67
Closing the Sale 68
Economic Model 68
Proposal/Quote 68
Contract Negotiation 69
Postmortem 69
Managing the Customer Relationship 69
Order Processing 70
Shipment 70
Installation/Consulting 70
Post Sales Service 71
Account Management 71
Selling into the Installed Base 72
Sales Force Automation Tools 72
Opportunity Management System 73
Marketing Encyclopedia System 75
Sales Configurator 78
Proposal I Quote Generator 80
Sales Management and Analysis System 81
Summary 82
II SALES PROCESSES AND MODELS 83
4 Capturing the Lead 85
Lead Generation 86
Marketing Campaigns 87
Trade Shows 90
Seminars 91
Advertising 94
Public Relations 94
Direct Mail 95
Web Site 97
White Papers 97
viii ¦ Contents
Demonstration or Trial Software 98
Register for Event 99
Referrals 100
Lead Qualification 101
Process for Receiving Leads 101
Literature Fulfillment 102
System of Rating Leads 103
Lead Rating System Example 103
Process for Escalating Leads 104
Process for Remarketing Leads 106
Process to Provide Additional Lead Qualification 106
Leads Distribution 107
Lead Analysis 109
Lead Status 109
Lead Metrics 110
Unmatched Leads 110
Sales Lead Data Model 112
Summary 115
5 Managing the Sales Cycle 117
Verify Lead Qualification 119
Initial Sales Call 122
Request for Proposal 129
Presentation/Demonstration 132
Product Presentation 134
Technical Demonstration 134
Requirements Specification 139
Site Visits 141
Corporate Site Visit 143
Client Site Visit 143
Opportunity Management 145
Consulting and Training 147
Sales Configuration 149
Sales Opportunity Data Model 153
Summary 157
Contents ¦ ix
6 Closing the Sale 159
Economic Model 160
Business Justification—XYZ Corporation 162
Financial Justification—XYZ Corporation 164
Proposal and Quote 166
Contract Negotiation 168
Forecasting 171
Closing 172
Postmortem 176
Sales Order Data Model 178
Summary 180
7 Managing the Customer Relationship 181
Order Processing 182
Shipment 186
Book Revenues 188
Installation/Consulting 189
Post Sales Service 192
Account Management 195
Installed Base Sale 198
Sales Force Automation in the Enterprise 200
Benefits of an Enterprise Approach 202
Easy Visibility 202
Enterprise Notification and Workflow 203
Summary 204
8 Transforming Sales Data into Knowledge 207
Management Reporting 207
Power of Information 208
Marketing Reports 208
Qualified Lead Count Summary Report 208
Lead Action by Telemarketing Representative Report 210
Support Renewal Lead Report 211
Marketing Cost Analysis Report 212
Win/Loss Analysis 212
x ¦ Contents
Lead Disposition Closed Loop Report 214
Sales Reports 215
Opportunity Report by Salesperson 215
Action Item Summary Report 216
Regional Lead Summary Report 217
Salesperson Lead Summary Report 218
Quota Performance Report 219
Outstanding Quote Summary Report 219
Identifying Web Page Content 221
Marketing 222
Customer 222
Sales 222
Corporate 222
Keeping Content Current 223
Summary 223
III PLANNING AND IMPLEMENTATION 225
9 Planning for Sales Force Automation 227
Make the Business Case 230
Clear Objectives 230
Understand the Value 232
Measures of Success 234
Establish Project Team 235
Project Manager 236
Project Team 236
Design Sales Business Processes 239
Specify Functional Requirements 241
Specify Technology Requirements 242
Making the Buy versus Build Decision 243
Prepare Development Plan 245
Develop Deployment Plan 247
Define Training Plan 250
Identify Internal Support Requirements 252
Define Post Rollout Requirements 253
Summary 253
Contents ¦ xi
10 Selecting Sales Force Automation Tools 255
Evaluation and Selection Process 256
Define Goal 256
Select Team 258
Prepare Request for Proposal 259
Identify Evaluation Criteria 260
Identify Potential Vendors 261
Solicit Responses 262
Vendor Responses 263
Prepare Shortlist 263
Detailed Demonstration /Prototyping 264
Background Checks 265
Final Decision 266
Request for Proposal 266
Introduction 267
Sales Force Automation Vision 268
Business Profile 269
Longevity Indicators 269
Customer Indicators 273
Support Services 274
Research and Development 278
Technology Infrastructure 280
Platforms Supported 280
Network Requirements 281
Client/Server Architecture 281
Remote Client Approach 281
Systems Management 282
Peformance 283
Data Capability 284
Configuration and Customization 284
Application Architecture 286
Product Functionality 286
Sales Models and Methodologies Supported 287
Approach to Team Selling 287
Leads Management 287
Forecasting 288
Marketing Encyclopedia 288
Sales Configurator 289
xii ¦ Contents
Quotation Management 290
Telemarketing and Telesales 292
Personal Productivity Integration 292
Workflow Engine 293
Reporting/Searching Capability 294
Customer Management 295
Costs 295
Summary 296
IV SURVEY OF SALES FORCE AUTOMATION
TECHNOLOGIES 297
11 Content Management for a Web Based
Marketing Encyclopedia—Interwoven TeamSite 299
Implementing a Marketing Encyclopedia System 299
Production Process 301
Interwoven s TeamSite Production Control System 304
Additional Information 306
12 Better Effectiveness through Better
Information—FirstFloor Smart Delivery 307
Getting Information to the Sales Force 308
Meeting the Information Distribution Requirements 309
Targeted Document Delivery 309
Offline Viewers 310
Automatic Indexing and Summarization 311
Tight Integration 311
FirstFloor in Sales Forces Automation 311
Smart Publisher 313
Smart Notification Server 313
Smart Subscriber 313
Smart Delivery ADK 313
Additional Information 313
13 Requirements Based Sales Configuration—
Calico Technology 315
Configuring a Sales Order 315
Requirements Mapping 316
Contents ¦ xiii
Configuration Validation 317
Calico Technology s Concinity 318
Concinity Family Product Overview 319
Concinity Workbench 319
Concinity Configuration Engine 320
Concinity Deployments 320
Other Concinity Features 321
Additional Information 322
14 Internet Reporting—Actuate Software 323
SFA Reporting 323
Point and Click Access to Reports via the Web 324
Flexible Report Distribution 324
Meet the Needs of Mobile Sales Professionals 325
Adaptable Reporting Components 325
Integration with Sales Force Automation Applications 325
Scalability 325
Benefits of Internet Reporting 326
Internet Reporting with Actuate Software 326
Developer Workbench 326
End User Workbench 327
End User Desktop 327
Viewer 327
Administrator Desktop 327
Report Server 327
ReportCast 328
Web Agent 328
Viewer Plug In 328
Additional Information 328
15 Java Enabled Sales Force Automation
on the Web—Scopus Technology 329
Sales Automation and the Current Web Paradigm 330
Sales Automation with Java 331
Scopus Solution 333
Scopus Java Client 334
Scopus SmartScript Java Bean 335
Scopus Java MES Server 335
xiv ¦ Contents
Scopus Java Channel Server 336
Additional Information 336
16 Phased, Rapid, and Flexible Deployment—Boreal is 337
Risks with the All at Once Approach 337
Phased, Rapid, and Flexible Deployment 339
Arsenal Solution 339
Arsenal Applications 341
Arsenal User 341
Arsenal Designer 343
Arsenal Server 344
Additional Information 345
17 Customer Management via the Web—
ONYX Software 347
Case Study 347
Situation Analysis 347
Visio s Goals 348
Solution Description 348
Business Benefits 348
Flexible Solution 349
Increased Opportunities 349
Big Savings 350
Quality Contacts 351
ONYX Software 351
Customer Service I Support 353
Marketing 353
Seminars 355
Trade Shows 355
Sales 356
Remote Demos 357
Partner Access 357
Salesperson Access 357
Additional Information 358
18 Delivering Web Centric Solutions—
NetDynamics 359
Using NetDynamics to Web Enable Your
SFA Application 360
Contents ¦ xv
NetDynamics Studio Development Environment 360
Rapid Application Development 360
Tight Language Integration with Java 361
Open, Portable Integration 361
Security 362
Session and State Management 362
Transaction Management 364
NetDynamics Application Server 365
Architecture Overview 365
Optimized Data Access 366
Scalablility and Automatic Load Balancing 367
Availability 367
WebEXTEND 367
Additional Information 368
19 Supporting the Extended Sales Enterprise—
NetGain 369
What Is the Extended Enterprise? 370
Issues in Supporting the Extended Enterprise 372
Customer Expectations 373
Work Anytime /Anywhere 373
Information Sharing and Access 373
Elimination of the Middleman 373
Current Solution—Client/Server Based Sales Force
Automation or Customer Management 374
The Next Generation—Internet/Intranet Customer
Management 376
What Makes NetGain Unique for the Extended
Enterprise? 379
Benefits of an Internet/Intranet Application for the
Extended Enterprise 380
Summary 382
Additional Information 382
20 A 100 Percent Web Based Sales Automation
Solution—UpShot Corporation 383
Problem 383
Solution 385
xvi ¦ Contents
Ease of Use 386
Ease of Administration 386
Team Orientation 386
Architecture 387
Scalability 388
Accessibility and Synchronization 388
Features 388
Customization 389
Platform Independence 389
Tracking Prospect and Competitor Activity 389
Web Based Product 390
Additional Information 390
Appendix A What s on the CD ROM 391
Hardware Requirements 391
Installing the Software 392
User Assistance and Information 393
Appendix B Resource List 395
Glossary 411
Index 417
|
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| id | DE-604.BV012083217 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T18:21:24Z |
| institution | BVB |
| isbn | 0471191140 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-008181435 |
| oclc_num | 37211309 |
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| owner | DE-739 |
| owner_facet | DE-739 |
| physical | XX, 424 S. Ill. 1 CD-ROM (12 cm) |
| publishDate | 1998 |
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| publisher | Wiley |
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| series2 | Wiley computer publishing |
| spelling | Khandpur, Navtej Verfasser aut Sales force automation using web technologies Navtej (Kay) Khandpur ; Jasmine Wevers New York <<u.a.>> Wiley 1998 XX, 424 S. Ill. 1 CD-ROM (12 cm) txt rdacontent n rdamedia nc rdacarrier Wiley computer publishing Automatisering gtt Internet gtt Marketing gtt Verkoop gtt Datenverarbeitung Marketing Data processing Sales management Data processing Selling Data processing Verkauf (DE-588)4117346-6 gnd rswk-swf Datenverarbeitung (DE-588)4011152-0 gnd rswk-swf Verkauf (DE-588)4117346-6 s Datenverarbeitung (DE-588)4011152-0 s DE-604 Wevers, Jasmine Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=008181435&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Khandpur, Navtej Wevers, Jasmine Sales force automation using web technologies Automatisering gtt Internet gtt Marketing gtt Verkoop gtt Datenverarbeitung Marketing Data processing Sales management Data processing Selling Data processing Verkauf (DE-588)4117346-6 gnd Datenverarbeitung (DE-588)4011152-0 gnd |
| subject_GND | (DE-588)4117346-6 (DE-588)4011152-0 |
| title | Sales force automation using web technologies |
| title_auth | Sales force automation using web technologies |
| title_exact_search | Sales force automation using web technologies |
| title_full | Sales force automation using web technologies Navtej (Kay) Khandpur ; Jasmine Wevers |
| title_fullStr | Sales force automation using web technologies Navtej (Kay) Khandpur ; Jasmine Wevers |
| title_full_unstemmed | Sales force automation using web technologies Navtej (Kay) Khandpur ; Jasmine Wevers |
| title_short | Sales force automation using web technologies |
| title_sort | sales force automation using web technologies |
| topic | Automatisering gtt Internet gtt Marketing gtt Verkoop gtt Datenverarbeitung Marketing Data processing Sales management Data processing Selling Data processing Verkauf (DE-588)4117346-6 gnd Datenverarbeitung (DE-588)4011152-0 gnd |
| topic_facet | Automatisering Internet Marketing Verkoop Datenverarbeitung Marketing Data processing Sales management Data processing Selling Data processing Verkauf |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=008181435&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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