A wide variety of industries have the need to implement a Mobile Sales Force Management system. Traditionally, sales people have been by definition the most mobile workers in an organization. With the advent of e-commerce, webinars and video conferencing the mobility of some sales professionals has decreased. However, these same technologies have made an efficient Mobile Sales Force Management System critical for those companies who rely on an outside sales force.
Remote Order Entry: Remote order entry (ROE) systems provide the sales person with the ability to build a quote or sales order on a customer site. These systems are typically deployed on a handheld mobile computer, laptop or tablet computer. Remote order entry systems require near real-time updates on inventory levels, order history and pricing information and therefore, a high level of communication and integration with the company’s host computer systems.
Direct Store Delivery:
Direct Store Delivery (DSD) systems combine features of remote order entry and mobile inventory into one application. In the DSD model, orders are taken and fulfilled in a single visit. Like ROE systems, DSD requires near real-time communication and integration with the organization's host computer systems. In addition, DSD systems require truck level inventory management as well as capabilities for payment processing, signature capture and receipt printing.
A mobile merchandising system adds still an additional level of complexity to Mobile Sales Force Management. In a merchandising system the mobile worker requires additional information about contracted shelf space, special promotions and displays, planogram design, and promotional product distribution. Additionally, merchandisers may perform in store demos, new store set-ups, product resets, and provide product knowledge training.
Customer Relationship Management (CRM):
Mobile CRM allows field based sales people to have access to customer contact information, sales history, accounting history and other pertinent data. These systems range from simple contact management/scheduling applications that may run on a user's Blackberry, PDA or Smart phone to advanced applications requiring a full laptop and wireless connectivity.
Scout Sales Force Management Features:
- Detailed customer pricing and order history
- Truck level cycle count and reconciliation
- Signature capture
- End of day cash reconciliation
- Expense Reporting
- Promotional, contract and special pricing
- Excluded items by state or customer
- Better control of inventory
- Reduced order to cash cycle
- Increased salesperson accountability
- Reduced administrative costs
- Improved customer service
- Handheld mobile computer
- Pen Tablet