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Unit 14: Sales Force Automation

 The CRM initiative provided the top management with KPI reporting through Notes
analytics (dashboard reporting, ‘delivers’, etc.) that delivered real-time reports for
immediate visibility and action

 The global application, based on harmonized sales processes, allows cross-regional
and cross-channel visibility, relationship sales, global sales, and gives visibility to
critical information across various geographies
Source: http://www.infosys.com/Oracle/case-studies/Pages/global-sales-force-automation.aspx

14.2 Sales Force Automation Solution – An Overview

The SFA gives the sales team the ability to access and manage critical sales information using a
PDA device. Synchronisation provides a simple method of sharing data and merging new and
updated information between offline users and the Mobile Server.
The architecture is segmented into two main sub-systems. They are:

 Mobile Server: The Mobile Server is the key sub system of the entire solution. This server
interfaces with Central Server and (Oracle, or any) database at the Mobile Server. It manages
the Sales Representatives PDA and the requests from the PDA. An administrative module
helps in user authentication, transaction monitoring and synchronisation. The server,
based on settings, hosts all the synchronisation logic.
 Client Application: The client application is hosted in the Sales Representative’s PDA
device and has the ability to view appointments, create orders, search for customer details
and item details and synchronise with the Mobile Server using GPRS.

14.2.1 Functional Features

Figure 14.1: Functional Features of SFA Architecture

Source: http://www.salesboom.com/products/web-based_sales_quote_management_software.html
The SFA client has the following features. The sample screen layout for each of the features is
also provided.

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