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| What data
is sent to the intermediating
PC’s database? |
| Customer
name |
| Customer
shortname |
| Customer
number |
| Customer
phone |
| Customer
fax |
| Salesperson
number |
| Territory
number |
|
| Salesperson
name |
| Last purchase
date |
| YTD sales
this year |
| YTD sales
last year |
| Customer
contact name
|
| Item number
|
| Quantity
purchased |
|
| Description
|
| Price each
|
| Cost each
|
| Invoice date
|
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| Remember,
the Intermediating PC is
where the data is stored
for long periods. Keeping
this data in storage allows
long-term trend analysis
and reporting. |
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| What data
is captured in the field? |
| The date
and time of
each contact
|
| The type
of sales contact
|
| The mission
(or purpose)
for that sales
contact |
| The next
action to be
taken by the
salesperson
|
|
| The date
for the next
action to be
taken |
| The salesperson’s
personal notes
about each sales
call |
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| The
data above are all tapped
onto the touchscreen (or
clicked by the mouse) by
selecting from drop down
menus or typed using the
keyboard. Key word searches
and reports can be done
to determine how frequently
and in what context certain
topics arise within the
salesperson’s contact
notes. The mention of price,
service quality, competitors’
names, and so on, can be
analyzed for a period, or
over time. |
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| What
type of reporting and analysis
can be provided? |
| |
Since
all Sales Power data is
stored permanently on the
intermediating PC, the data
can be analyzed for trends
over time. Analysis can
reveal results of a particular
change in the sales process
or of a promotional action.
All analysis is done on
the intermediating PC, and
all reports are generated
on this PC. A set of basic
reports is provided to answer
questions like –"How
many days has it been since
this account was last contacted?"
or, "How many times
has this customer been contacted
in the last 90 days?"
Virtually any question can
be asked of the data described
above. |
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