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Sales force management systems

PROBLEM ANALYSIS VERSUS DECISION MAKING | Read and translate the words and word expressions below. | Match the terminology expressions given in English with their definitions or explanation given in Russian. | Form derivatives. | Manufacturing Execution Systems | Revise the terminology of the text. | Read and remember the following words and word-combinations. | Form derivatives according to the model. | BUSINESS PLANNING | Work in pairs. Correct wrong statements. |


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Sales Force Management Systems are information systems used in marketing and management that help automate some sales and sales force management functions. They are frequently combined with a Marketing Information System, in which case they are often called Customer Relationship Management (CRM) systems.

Sales Force Automation Systems (SFA), typically a part of a 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. This is becoming more and more popular in the automobile industry, where patrons can customize various features such as color and interior features such as leather vs. upholstered seats.

An integral part of any SFA system is company wide integration among different departments. If SFA systems aren’t adopted and properly integrated to all departments, there might be a lack of communication which could result in different departments contacting the same customer for the same purpose. In order to mitigate this risk, SFA must be fully integrated in all departments that deal with customer service management.

8. Give English equivalents for the following word-combinations and use them in the sentences of your own:

системы управления продажами, маркетинг, в сочетании с, функции управления продажами, информационные системы, автоматически регистрировать, любые последующие меры, прогнозирование продаж, управление заказами, удовлетворение потребностей, более популярный, кожаные или с мягкой обивкой сиденья, неотъемлемая часть, уменьшить риск, полностью интегрирован, управление клиентской службы.

 

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