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Sales Analysis and Campaign
Management
Applications Included: Campaign
Management
Campaign Management is a general heading for a collection of functions
relating to Marketing and Sales.
It includes Mail-shot systems: there are a variety of methods of selecting
customers to mail-shot, including some based on Sales Analysis - previous
product sales etc. Customers can also be selected by type, geographical
location, sales territory (which is not necessarily the same), etc.
Records of planned mail-shots are planted into a company diary and can
be reviewed and corrected before mailing.
This company diary is a good method of consolidating all records of contacts
between you company and your prospects and customers. It collects all
such records together and makes them available for viewing by salesmen
before they make their next visit, etc. It is also a planning method and
a forward schedule of calls for each salesman can also be maintained.
There are functions for defining what Sales Analysis records you need
to keep. This is a data-driven system (not hard-coded) in which you specify
using character 'masks' which fields or parts of fields are significant
for Sales Analysis. Period balances can be maintained based on these masks.
This system allows you to keep totals of sales made by various groupings
of product code, line, type etc as well as by order type.
The Sales analysis functions can drive both the mailshots system and send
records to a royalty calculations file. The full royalties system is not
currently a 'template application' - it is probably too specialized. But
you may find this facility useful for calculating Sales Commissions, depending
on the complexity of your commission calculations.
Sales Analysis records (aggregated by use of the masking technique) are
also available for downloading to PC spreadsheets for graphical presentations,
etc.
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