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Territory Management or Field Force activity Management System (TMS) |
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Its based on SPANCO / SPIN theory of Sales management
& can manage sales funnel & opportunity mapping for major accounts as well
as dealer management. It is a systematic process of recording, monitoring and analyzing
activities of the field force in various sales situations including tenders &
large projects.
Besides being a great management tool to track the productivity of the field sales
force it also helps the sales personnel to plan their activities on the field. It
helps them roll out quotations using a configuration tool.
Coral's field force management is also integrated with an efficient Task management
Tool which help the field force to allocate and monitor various tasks to the back
office support team as in doing a field survey, checking on commercial feasibility
of the project, checking on technical compliance of a tender, & for seeking
financial BGs
& expenses approvals.
It can facilitate dealer management & major accounts management that require
specilized skill set. It gives enterprises an extra edge over their competitors
by providing them complete control over the sales chain from personnel performance
tracking productivities at various levels startig from Divisions productivity. This
makes it a great tool to appraise sales personnel based on the parameter an enterprice
decides. It is thus just not a field force activity management software but a complete
tool to plan, manage, analyze and appraise field force.
The following activities can be recorded in CoralMate-TMS System:-
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Generation of new query(Suspect/ opportunity).
- Recording full details of suspect & tracking
each opportunity.
- Qualifying and rating Prospect
based on predefined criterion.
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Tracking opportunity related tasks
like bid bond, LC requirements, site survey, financial approval,
discounts validation etc.
- Estimation of date by which a
prospect will place an order.
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Setting up monthly targets to convert
the prospect to an order.
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Making monthly commitments for activity and orders.
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Daily activity of each sales executive.
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Day closing.
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Dealer accompainment calls
- Deligation of suspect or prospects
by Managers to SE's/TM's.
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Order lost analysis & market
mapping.
Benefits with CoralMate-TMS
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Maintains daily attendance of sales force
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Tracks performance and evaluation
of sales personnel, thus, helping enterprise in finding
the efficient and capable sales people.
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Assigns ownership to each suspect
and provides a provision to transfer ownership to other members as
well.
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Generates Order Lost Report and
Prospect Drop report for enterprise benefit.
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Develops SE wise and Branch wise Productivity
report to help enterprise in finding profitable ventures
and branches
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Screen Shot
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Download Presentation |
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