Sales Organization Today

Sales Organization Today

Burning Problems and Challenges

MODERN SALES ORGANIZATION

●Availability of Sales Force

●Personnel Qualification

●Sales Personnel Workload – too many things to do

●Knowledge of Products

●Errors and Mistakes in Sales Process

●Sales Force Attrition – people change jobs too often

●Customer base learning cycle – long and repetitive

●Customer loyalty - low

MOST TYPICAL PROBLEMS AND CHALLENGES

COMMON SALES PRACTICES

●Most organizations can't use CRM/ERP for sales

●MS Excel is the most widely used quotation tool

●Sales Pipeline is not visible and hardly manageable

●Majority of Sales are in back-to-back mode

●Products Cost information is not available – sales price is guessed

●An overwhelming number of sales are loss-makers

EXCEL HELL

DELIVERING ON YOUR WISHES

WHAT IS QUOTELLIGENT?

An end-to-end B2B (Business-to-Business) eCommerce Platform for the Hi-Tech

Distribution and System Integration Companies

What does Quotelligent provide?

● Extensive Product Management

● Customer Information Management

● Online Product Catalog

● Online Complex Product Configurator

● Quotation Generation with Cost Estimator and Pipeline Management

● Customer Portal

● Document Management

● Content Management System

Product Management

Comprehensive information about: Vendor Suppliers Product Classification Vendor Part Numbers Supplier Part Numbers Purchase Pricing Shipping Weights Volumetric Weights Physical Weights Product Attributes Product Literature Product URLs Product Notes Product Imagery User-defined Product Descriptions Product Alternatives Assembly View Competing Product/Vendor/Supplier Information Product Sales Pipeline Purchase History Sales History Stock Details – Location, Quantity, Landed Cost

Product Management

Assembly/Configuration Management

Don't sell parts, sell verified solutions:

Build Assemblies Classify Assemblies Define Assembly Groups and Subgroups Define Components Set Mandatory Parts Set Minimum and Maximum Quantities Define Look and Feel of the Configuration (Tabs, Virtual Groups, Content Blocks, Images etc) Write Configuration Rules – No Programming! Define Product Attributes as Dynamic Configuration Resources Duplicate Assemblies for Re-use – Time Saver! Finally Define Online Catalog Structure and Publish Assemblies to the Catalog

Assembly/Configuration

Product Configurator

Product Catalog

Show all the products you can offer and supply.Make working with your company easy:

Define Catalog Structure Tree, Branches and Sub-branches Define Search Filters for Each Catalog Tree and Branch Publish Existing Simple and Configurable Products to the Catalog

Product Catalog

Configuration Rules

Configurations are Rule Based. Rule Engine Allows:

Write Rules Using Human Language Classify Rules Set Rules' Descriptions Set IF Conditions and THEN and ELSE Actions Set Rules' Priority Set Rules' Validity Periods

Configuration Rules

IF Conditions:

Selected Not Selected Quantity Selected

IF Condition Scopes:

Item Header Group

Configuration Rules

THEN and ELSE Actions:

Select Select and Set Quantity Force Select Include Exclude Show Hide Deselect Force Deselect Show Line Message Remove Line Message Information Message Warning Message Error Message Occupy Resource

Configuration Rules

Quotation Generation System

Make Quoting Fast and Easy. Quotation System Allows:

Select Customer Set Applicable Transaction and Currency Set Quotation Validity Dates Set Estimated Close Date Set Price Basis Select Billing and Shipping Addresses Set Quotation Contacts Insert Remarks – Printable and for Internal Use Set Terms and Conditions of the Quotation


Continued...

Make Quoting Fast and Easy. Quotation System Allows:

Select Products and/or Assemblies you are Quoting Add Quotation Items Manually or from Configurator Choose Whether to Factor the Current Stock/Cost in Quotation Modify the Desired Markup Rate

QUOTELLIGENT will calculate the total shipping (chargeable) weight even if you are quoting items from multiple suppliers and then calculate and apply (apportion) all expenses incurred in the course of procurement and fulfillment of the sale and come up with the Sales Rate. Your decision will be to adjust the markup.

Deployment

Quotelligent is available for:

Hosted for you Self-hosted on-premise deployment. Self-hosted collocated deployment

Deployment – Hosted for You

Benefits:

No investment in hardware No investment in infrastructure No investment in system software licenses High Performance Servers High-speed access Peace of mind – all maintenance is done for you (backup, vulnerability scanning, performance monitoring)

Licensing

Licensed on named-user basis

Base Price per User User Slab Discounts up to 48% Site licenses available – unlimited users per location or entity Professional Services – Implementation, Support, PMaaS – Product Management as a Service

Sales Organization Today

Documents

Transcript of Sales Organization Today