Sales

1. Price quote and estimate generation saves sales labour costs, guards again mispriced items which lose you money. It can also allow for complex customer pricing policies.

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2. Monitoring price quotation follow-ups increases the quote-to-order conversation rates, thereby increasing revenue.

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3. Providing and controlling a central platform for contact information and sales events protects against the loss of highly valuable information capital.

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4. Monitoring sales events aligns sales activity with company strategy, generating more revenue, enabling better margins on sales by focusing on more lucrative areas and customers. It also increases customer satisfaction and aids the development of better products.

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5. Providing planning tools for customer visit routes saves labour costs. It also diminishes the chances of customers being forgotten about, increasing revenue.

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6. Integrating sales, inventory management, purchasing and manufacturing, etc. provides up-to-date information for sales. This can lead to better usage of stock and quicker response times to customer requests. This reduces inventory costs, increases revenue and also can lead to increased customer satisfaction.

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7. Centralised pricing in the system allows seasonal discounts and special offers to take immediate effect, giving more control to management. This reduces inventory costs, increases revenue and can also lead to increased customer satisfaction.

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8. The system can provide order and account history for sales before placing an order for the customer.

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9. Integrating sales, warehouse and logistics can lead to improved dispatch accuracy, better on-time delivery and shorter lead times. This reduces inventory costs, and can also lead to increased warehouse employee satisfaction and happier customers.

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10. Integrated systems allow for precise sales order route control, thus minimising the chance of losing orders or, even worse, forgetting to invoice them. This leads to increased revenue and improved bottom lines.

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11. Sales forecasts and revenue assessments integrated into the system guide sales to align with company strategy. This leads to better sales costs and bottom-line ratio.

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12. Sales and order forecasts integrated into the system can lead to better purchase management and production scheduling. This helps streamlining overall operations, reducing costs, and can increase revenue by shortened lead times.

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13. Companies having separate departments for different sectors can gain from integrated systems through a common (yet individualised) product platform, helping sales with inter-corporate business, internal prices and profit calculations.

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14. Storing contact data and customer purchase history in a company owned system protects the company’s information capital, plus makes it harder for straying sales personnel to hand over customers to the competition.

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Contents

Section 1

Department-specific benefits

Section 4

Change Management

Section 2

Restructuring benefits

Section 5

System related operational risks

Section 3

Modelling

Section 6

Interconnectedness
of systems

Section 7

Other system gains