The design and development of a sales force automation tool using business process management software

Baysan, C.; Bertman, A.; Maynigo, R.; Norville, G.; Osborne, Nora; Taylor, Terri

doi:10.1109/sieds.2005.193274

Cited by 3 publications

(5 citation statements)

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“…For example, Boujena et al (2009) discussed the benefits of using automation systems to support sales forces from customer perspectives. Baysan et al (2005) developed SFA tools in a software company using Business Process Management (BPM) software to automate sales activities. A mobile-based SFA model that can be done up to the countryside or rural areas was recently introduced by Dissanayaka (2019).…”

Section: Discussionmentioning

confidence: 99%

“…Therefore, an information system or data visualization is needed for these purposes. Data visualization is a visual context or graph used to understand data; this data visualization can help various financial institutions make decisions (Baysan et al, 2005). One example of visual data developed is dashboard marketing, where it has been introduced in recent years to bring a company's marketing metrics into a single view (Pauwels et al, 2009).…”

Section: Introductionmentioning

confidence: 99%

“…One of the most powerful tools to improve marketing performance in companies is Sales Force Automation (SFA). SFA is a computerized system that provides sales people and sales managers information in finding sales prospects, managing contacts, monitoring customer relationships, controlling sales processes, scheduling meetings, predicting sales, and analyzing team member performance (Baysan et al, 2005). The benefits of SFA have been discussed in previous studies as found in Jelinek (2013), Barker et al (2009), Rostamian andSadrabadi (2016), andMalek et al (2018) In this study, the creation of this dashboard design follows the SFA theory with the primary goal of monitoring sales force performance.…”

Section: Introductionmentioning

confidence: 99%

“…professionalism, frequency of interaction with customers, the responsiveness of salespeople, and quality of salespeople's relationships with customers. Another study conducted by Baysan et al (2005) discussed the development of SFA tools using Business Process Management (BPM) software. BPM can identify more detailed sales processes, analyze reports, models to determine probabilistic results from the sales process, and decision-analytic models to optimize sales.…”

Section: Introductionmentioning

confidence: 99%

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DESIGN OF SALES PERFORMANCE DASHBOARD BASED ON SALES FUNNEL & SALES FORCE AUTOMATION THEORIES: A CASE OF AN INDONESIAN ISLAMIC BANK

2021

ijibfr

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One of the bank management concerns related to sales performance is ensuring sales people perform the sales process correctly. Unfortunately, most sales people have problems in the sales process, which causes their low performance. Islamic banks in Indonesia also experienced this situation, so a strategy needs to overcome this problem. For instance, using surveillance tools such as Sales Force Automation (SFA) with sales funnel theory. An SFA tool is a sales system connected to computers and internet networks. It monitors sales processes and results, manages contacts, forecasts sales, and analyzes sales performance daily and monthly. Additionally, it helps sales forces to measure the ability to achieve targets, plan sales strategies and customer approaches, and increase work motivation. Also, raise awareness of developing skills, and provide up-to-date information to supervisors about sales force performance to determine the proper training. Therefore, the use of SFA tools is expected to increase the productivity of sales people in optimizing the fulfillment of deposit targets in Islamic banking. This paper reports the SFA design in the form of a dashboard model with a visual sales to funnel that shows the function of the salesperson in conducting the sales process ends with the results.

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Section: Discussionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

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DESIGN OF SALES PERFORMANCE DASHBOARD BASED ON SALES FUNNEL & SALES FORCE AUTOMATION THEORIES: A CASE OF AN INDONESIAN ISLAMIC BANK

2021

ijibfr

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“…The role of the business model is provided by the management policy. If a financial institution is entrusted with market expansion or attracting a share of public funds, this route can be recognised in a single business process that is investigated by the heads of all business units within their respective competencies, in-depth regulated, analysed, and supported through various form of pressure [4]. 3.…”

mentioning

confidence: 99%

E-Business Processes in Food Services

Frederick¹,

Krithi²,

Nayak³

et al. 2021

IJAR

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Purpose: The core aim of this article is to study the influence of E-Business Processes of foodservice companies on increasing food security. Objectives: To study the theoretical background of the creation of foodservice business processes describe their function in the production cycle evaluate foodservice predictors to understand the framework on how the business processes grounded on digital technologies which have positive impact on food security. Methodology: This paper is based on a variety of existing research on E-Business Processes in the Food Service Industry. The research employed secondary data from a literature analysis of journal publications. Findings: The development and modernisation of digital business process management principle, as well as the intricate performance of all structural elements of the food business, including information and computer technological progressions, all helps in contributing to the firms catering processes that are carried out efficaciously. Originality: In the concept of production and management, the paper mentions the business process and its attributes. The study analyses the various forms and attributes of business processes in the sphere of food services, as well as their content and objectives. The researcher aims to investigate the role of modernization of business processes in the system and management process, as well as the influence on the key outcomes that define successful service market activity. The study contains foodservice industry information with its trends and issues. Value: The study proposes a series of tech methods to enhance the business processes of foodservice companies, with a beneficial influence on food security. Type of paper: Conceptual Research Paper.

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