Sales Force Automation: Build Customer Relationship Based Sales Process

Sales Force Automation is a very important part of Customer Relationship Management System. This application enables organizations to build strong customer relationship and grow revenues more quickly, predictably, and profitably by helping sales department improve business process.The thesis comprises six chapters. In the first chapter, some new ideas of Industrial Product sales management are introduced. The discussions include the key role of sales team in Industrial Product Marketing and the significant changes of Industrial Product sales team functionality. These new ideas will help understand the basic principle as build a customer relationship based sales process.The second chapter talks first about the target of Sales Force Automation, then delivers the function details of classic SFA modules and system model. The technical features of SFA are introduced at the end of this chapter.The key factors that decide the business process of SFA are discussed in the Chapter 3. A classic application of SFA- Tele sales is introduce to help get an ideal concept of Sales Force Automation.The Chapter 4 and 5 show that how to implement a Sales Force Automation system by a real case study.The Chapter 6 collects all the conclusions in the thesis.