Sales Management Information System For Manufacture Industry

In order to ensure sales performance and competitiveness on the ruthless market, every company today is rushed for maximizing its sales productivity. The management of Rittal China's young sales team faces a lot of intractable problems. It is introduced of the background of Rittal China and the structure of its sales team at the beginning, as well as the analysis of problems in the current sales management. It is absolutely necessary to improve management by means of information system,to optimize the sales process considering customers needs, to strengthen the sales force by the same communication platform.The definitions of ERP, CRM and SFA are clarified as well as their relationship. The difference between sales management module in ERP and Sales Force Automation in CRM is emphasized on. It is also introduced of the structures and functions of the current active SFA systems. It is pointed out that the SFA system for manufacture industry should be designed based on the understanding of customers'needs and optimization of sales process.The models of Sales Management Information System origin from proved sales management theories. It is described the sales process, sales funnel and sales status indicators. Based on my sales experience and elaborate analysis of Rittal sales process, the new sales funnel model is created for project sales management.Then it is about the structure and function design of Rittal Sales Management Information System. It focuses on Sales Opportunities Management Subsystem in which all potential opportunities in the new sales funnel are crushed by the effort of the well-collaborated sales team to improve the output of the funnel. The integration of SFA system and other applications is also described.