How will you integrate the Sales Information System with the Sales Force Automation System?

A Management Information System ICT Revision Questions and Answers

Answer
Sales information system is normally used in marketing and sales management system. This system starts from the points of sale of a product and finish after sending the invoice to the customer. Sales information system is all about the record keeping of the products and services sold to the customer. It contains the information related with the product sold, geographical areas, period, and types of customer etc. Thus for the ABC Company, the sales information system will provide customer data according to their needs. These data can further be used to generate analytical information. e.g. trend and patterns of the sales according to geography, demography, period etc. Moreover, behavioral analysis of the customer can also be made based upon the history of the purchase the customer.
A Sales Force Automation System (SFA), typically a part of ABC company‘s Customer Relationship Management system, is a system that automatically records all the stages in a sales process. SFA includes a contact management system which tracks all contact that has been made with a given customer, the purpose of the contact, and any follow up that might be required. This ensures that sales efforts are not duplicated, reducing the risk of irritating customers. SFA also includes a sales lead tracking system, which lists potential customers through paid phone lists, or customers of related products. Other elements of an SFA system can include sales forecasting, order management and product knowledge. More developed SFA systems have features where customers can actually model the product to meet their required needs through online product building systems.
Thus, the output of the sales information system will be the input data for the sales force automation. The analytical information of the customer and their behavior will be highly useful to concentrate on the probable sales and resulting the increment of the revenue. Moreover, based on the sales information, the potential customer identification can be done, which will be the good information for the push sale.



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