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Customer Relationship Management Module
The identification
of objectives important to each contact to determine how
best to meet these needs and build stronger customer relationships. |
The Customer
Relationship Management module was designed with the customer
in mind. In order to build relationships, the salesperson
must understand all facets of the contact. They must build
both the business relationship and a personal relationship
with each of the decision makers within the customer organization.
The Customer Relationship Management module is divided
into three submodules that contain tools for documenting
and building relationships with customer contacts. Each
of these submodules is described below. |
| Customer
Profile |
The Customer
Profile is linked to the Contacts module and
contains a record for each contact entered.
Just as in the Contacts module, the salesperson
may filter the records by company account.
The Customer Profile provides a tool for the
SalesStrat user to document the work-related
and personal interests and objectives of each
contact. By default, there are five objective
categories. The Customer’s Objectives
categories deal with the work-related interests
of the contact, including projects the contact
is working on, goals and incentives, and concerns.
On a personal level, the salesperson may wish
to document the activities this contact is
involved in and any of their personal interests,
such as a favorite sports team or an interest
in ballet.
Documenting this information and having it
available when building relationships can
be essential to your success in sales. SalesStrat
will help your sales personnel to understand
their customers and develop relationships
that will make them successful. |
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Personnel
Mapping
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Personnel
mapping is a tool that was developed to help
sales people visually represent the relationships
they have with contacts within a certain customer
account and to lay out the roles and responsibilities
of these personnel in the decision making
process. Personnel mapping should be performed
once the contacts have been entered into SalesStrat
and each individual’s objectives and
incentives have been identified. As a relationship
is built with the contacts, how they are represented
in the personnel map can be updated.
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Building
Relationships
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A sales
person must address both personal and business-related
issues to effectively sell. The Building Relationships
submodule provides tools for the user to link
the business objectives of a particular contact
to the specific value added opportunities
their firm can provide. On a personal level,
there is also an area to document ways to
enhance the salesperson’s relationship
with the client. This allows the user to develop
both a business and personal plan for building
a relationship with each contact.
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to CRM Modules |
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