Sales Representative

Leveraging 3-D for Sales Automation

by Wayne Thompson and Christina Park ... In response, sales representative need to know more about how the products they are selling can be used in specific circumstances, understand the sales ... http:/.../Research/ResearchHighlights/CRM/2008/11/research_notes/MI_CR_WT_CP_11_28_08_1.asp - 15k - 2008-11-28 Summary: Product knowledge is now readily available to buyers online, so it’s no surprise that salespeople are seeking new tools and new skills to close sales. A powerful new set of tools has taken its place in the salesperson’s arsenal: 3-D applications.

MicroStrategy Manages Your Customer Relationships And Its Own

by L. Talarico ... pricing. MicroStrategy's traditional sales process included time-consuming price negotiation with the sales representative. Under ... http:/.../Research/ResearchHighlights/eCommerce/2000/12/news_analysis/NA_EC_LJT_12_15_00_1.asp - 12k - 2000-12-15 Summary: MicroStrategy has recently added CRM applications to its offerings. The company’s new CRM suite, eCRM7, will be generally available in December. MicroStrategy is also employing CRM concepts within its own organization to increase customer satisfaction.

JD Edwards On The Mend; This Time Might Be For Real

by P.J. Jakovljevic ... A sales representative can access leads generated by the marketing department, and convert those leads to prospects in the Sales Force Automation (SFA ... http:/.../Research/ResearchHighlights/Erp/2002/01/research_notes/EN_ER_PJ_01_11_02_1.asp - 19k - 2002-01-11 Summary: Although not quite yet out of the woods, by having product flexibility 'in the bag', and by providing now much more of its own 'must have' collaborative applications (e.g. SCM and CRM), J.D. Edwards might again start looking forward to the future.

Harness the Power of Your Virtual Sales Team

by Dave Stein ... You can't imagine how often this doesn't happen. (Heading out the door on Friday afternoon, the sales representative says to an application consultant, "By the ... http:/.../Research/ResearchHighlights/ExecutiveView/2005/07/research_notes/MI_EV_XDS_07_01_05_1.asp - 19k - 2005-07-01 Summary: Early in the campaign, the important thing is to get all your team members on the same page, share available knowledge, and plan ways to gather other required information. The first few meetings should be formal, with a printed agenda, including clear goals and time constraints (showing respect for team

The Role of Sales Training Requirements Definition and Requests ...

by Dave Stein and Al Case ... Sales training is an investment, with the expected return being an increase in the average sales per sales representative. The goal ... http:/.../Research/ResearchHighlights/HumanResources/2005/11/research_notes/EV_HR_XDS_11_04_05_1.asp - 23k - 2005-11-04 Summary: The first step in choosing an effectiveness service provider (ESP) that best meets your company's needs is to develop a requirements definition. When used as a request for proposal, the requirements definition can be a powerful evaluation and negotiation tool.

Oracle – How to Disappoint Analysts by Doubling Profits

by P.J. Jakovljevic ... Contact an Oracle sales representative for more information on Oracle Applications 11i , request a list of recent customers and ask them about the product. ... http:/.../Research/ResearchHighlights/BusinessApplications/2000/10/news_analysis/NA_BA_PJ_10_10_00_1.asp - 14k - 2000-10-10 Summary: In September Oracle Corporation, the largest database provider and one of the largest providers of software applications for e-business, announced record results for Q1 of its fiscal year 2001. Why weren’t analysts more enthusiastic about the 42% growth of the applications part of its business?

Exact Software--Working Diligently Towards the 'One Exact' Synergy ...

by P.J. Jakovljevic ... Examples how Macola ES manages exceptions include generating a workflow task or step to a sales representative when a customer stops buying, or alerting a ... http:/.../Research/ResearchHighlights/Erp/2004/03/research_notes/EN_ER_PJ_03_02_04_1.asp - 17k - 2004-03-02 Summary: While most traditional enterprise resource planning (ERP) solutions are task-driven, by adding structure to processes that are typically handled inconsistently or manually, Macola ES is process-driven. A truly integrated workflow and business process management (BPM) tool allows users to achieve long cov

PeopleSoft - Catching Its Second Wind From The Internet Part 3 ...

by P.J. Jakovljevic ... Contact PeopleSoft sales representative for more information on PeopleSoft 8 and request a list of recent customers and ask them about the product. ... http:/.../ResearchHighlights/BusinessApplications/2001/06/research_notes/VN_BA_PJ_06_07_01_1.asp - 19k - 2001-06-07 Summary: Now that PeopleSoft has a pure Internet platform, a new set of products and a new assertive attitude, it faces strong retaliatory actions from the competition. Can it achieve number two in the ERP space?

GMAC Web-Enables Legacy Data With NEON Systems Shadow Direct

by M. Reed ... allow potential customers to compare various coverage options and calculate rate quotes online, without having to consult with a customer sales representative. ... http:/.../Research/ResearchHighlights/DataWarehousing/2001/03/research_notes/CS_DW_MFR_03_05_01_1.asp - 17k - 2001-03-05 Summary: GMAC is pushing for enterprise-wide web enablement of existing IT assets to support customer self-service platforms. NEON Systems’ Shadow Direct product gives them access to legacy ADABAS databases in a real-time Internet environment.

What’s Up with Computer Associates?

by M. Reed ... Leverage can also be applied by attempting to close the contract close to the end of a quarter or CA fiscal year, when the sales representative is desperate to ... http:/.../Research/ResearchHighlights/DataWarehousing/2000/10/news_analysis/NA_DW_MFR_10_24_00_1.asp - 10k - 2000-10-24 Summary: In a series of radical moves, Computer Associates appears to be trying to re-direct its gargantuan operations. After missing its numbers in the first calendar quarter (CA’s 4th fiscal quarter), its stock was down 59% at one point.