The basic need that the Sales Force Monitoring Tool (SFMT) covers, relates to the management of the contacts carried out among the Sales Managers and Supervisors of an organization and the Points of Sales’ representatives. The monitoring of the contacts mentioned above is implemented by the recording of the scheduling of the contacts, the reviewing of the scheduled or non scheduled contacts, and the generation of the appropriate reports to help supervisors and managers to have a clear idea about the progress and the efficiency of the sales process.
Through the usage of a calendar, Account Managers and Supervisors can schedule their visits to specific Telco points of sales (stores) in order to inform the stores’ representatives about new promotion campaigns or any other issues they should be aware of. Therefore, each visit (contact) includes a predefined list of topics to be discussed, hierarchically classified, a list of participants, as well as a list of qualitative characteristics related to the normal operation of the store, as well as the proper behaviour of the personnel.
Moreover, SFMT includes a flexible mechanism to communicate information among all levels of the sales force hierarchy of the organization, through a message bulletin board. Communicated messages can also be part of the agenda of future contacts, if selected.
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