TechRepublic Resources
- IT Company Reduces Sales Call Times by 10 Per Cent or More and Substantially Improve Profitability
- Leading Computing Systems Company, Dell Inc. wanted to improve the efficiency of its sales representatives, who had to use up to 40 different information systems to understand and meet customer needs. To address that challenge, Dell built the Integrated Dell Desktop (IDD), a smart client solution based on Microsoft software....
- Tags: Dell Computer Corp., Information Technology, Microsoft Corp., Sales Representative, Integrated Dell Desktop, Sales Strategy, Sales Force Management, Sales
- Case studies
- Shaw Industries Increases Sales Process Efficiency and Reduces Errors With the Fujitsu LifeBook T4000 Tablet PC
- Shaw's 1,000 US and Canadian-based sales reps sell more than 25,000 different products using the phone, fax, on-site customer visits, and paper order forms. The challenge for Shaw was to improve efficiency and maintain profitability in the face of shrinking margins caused by the rising cost of materials. Shaw's sales...
- Tags: Mobile, PC, Tablet PC, Fujitsu LifeBook, Fujitsu Ltd., Sales Representative, Shaw, Sales Strategy, Tablets, Notebooks, Sales Force Management, Sales, Hardware, Notebooks & Tablets
- Case studies
- Coverall Boosts Telemarketing Efficiency 50% With Supportforce
- Coverall of Mid-State California lacked a systematic way to follow up on leads - prospects were falling through the cracks. The independently owned "Master franchise" wanted to set up a virtual call center to push leads to sales representatives. Their inside sales representatives wasted so much time figuring out who...
- Tags: Telemarketing, Salesforce.com Inc., Sales Representative, Sales Force Management, Sales Strategy, Sales
- Case studies
- Pharmion Boosts Sales Productivity and Marketplace Intelligence With AppExchange Mobile
- Pharmion Corp. is a global pharmaceutical company focused on licensing, developing, and commercializing therapeutic products for the treatment of hematology and oncology patients. Pharmion's 100-plus sales representatives used a homegrown system to track their physician customers. The system required representatives to carry a heavy laptop from call to call -...
- Tags: Salesforce.com Inc., Mobile, Salesforce.com AppExchange, Sales Representative, Pharmion Corp., Sales Strategy, Sales Force Management, Sales
- Case studies
- Actrol Parts Puts Chill on Rivals With Mobile Database
- Actrol Parts wanted to get a competitive edge by improving the management of its quotes database for air-conditioning and refrigeration components. It needed a system where engineers and sales representatives working onsite with customers could give accurate and on-the-spot estimates for individual projects. IBM Business Partner Notability implemented an enterprise-wide...
- Tags: Database, Mobile, Sales Representative, IBM Corp., Actrol Part, Sales Strategy, Pricing, E-mail Servers, Marketing Research, Advertising & Promotion, Sales Force Management, Storage, Sales, Marketing, Enterprise Software, Software, Hardware
- Case studies
- JCS Provides Realtime, Mobile Access to Enterprise Data With IBM Technologies
- Japanese Computer Services Limited (JCS), an IBM business partner, needed to respond to a customer whose business processes were preventing it from meeting key sales objectives. JCS had to quickly deliver a solution that would empower the customer's sales reps with realtime, mobile access to backend business applications and data....
- Tags: Microsoft Access, Mobile, Sales Representative, IBM Corp., JCS, Sales Strategy, Advertising & Promotion, Sales Force Management, Sales, Marketing
- Case studies
- State of Victoria Case Study: Ivoclar Vivadent
- Since 1975, Ivoclar Vivadent Australia has supplied dentists with dental composites, materials and equipment products used in the dental practices and research laboratory. In May 2003, handheld Personal Digital Assistants (PDAs) were issued to 24 sales representatives to collect orders from dentists on-site. Prior to the introduction of the handheld...
- Tags: Dentist, Sales Representative, PDAs, Handhelds, Sales Strategy, Hardware, Sales
- Case studies
- Increasing Customer Recruitment in the Mobile Age
- Great Universal Stores (GUS) Home Shopping Ltd. is a leading catalog and internet retail company in UK. GUS's 450 sales representatives work from home. They needed a system that could handle data transmission to a central processor from the sales representative's home. Security requirement was essential for a solution since...
- Tags: Mobile, Sybase Inc., Sales Representative, Great Universal Stores, Sales Strategy, Databases, Sales Force Management, Sales, Enterprise Software, Software, Data Management
- Case studies
- Leading Sales Outsourcing Firm Gains Productivity and Contains IT Costs With Improved Mobility
- The need to provide its primarily mobile work force with effective communications, data exchange, and reliable access to Web-based sales and marketing applications led MarketSource to deploy Microsoft Windows XP Professional on desktop and notebook computers and provide Compaq Tablet PCs running Windows XP Tablet PC Edition to corporate executives...
- Tags: Information Technology, Microsoft Windows XP Professional, Mobility, Microsoft Corp., Sales Representative, Sales Strategy, Microsoft Windows XP, Microsoft Windows, Sales Force Management, Sales, Operating Systems, Software
- Case studies
- Pepsi Leverages SQL Anywhere Powered Solution to Sell More Effectively
- The Pepsi Bottling Group is the world's largest manufacturer, seller and distributor of Pepsi-Cola beverages - some of the world's most recognized consumer brands. PBG wanted to provide its sales representatives with a tool that would enable them to maximize every customer interaction and to sell more effectively. PBG's research...
- Tags: Sybase SQL Anywhere, PepsiCo, Mobile Application, Sybase Inc., Sales Representative, Pepsi Bottling Group, PBG, Sales Strategy, Pocket PC, Databases, Wireless, Sales, Handhelds, Hardware, Enterprise Software, Software, Data Management
- Case studies
- Purchase company Cell phone or NOT?
- I'm in a dilema at the company I work and I need to streamline our company/sales cell phones. We reimburse money for all sales reps, and have even taken over ownership of 4 sales rep numbers and pay for their phones and service.My question is:1. Is it typical to make...
- Tags: Sales strategy, Telecom & Utilities, Sales force management, l.ostrowski@..., phone, sales representative, sales
- Discussion threads 2007-10-23
- Retailers Embrace Intelligent Networking
- Based on the Cisco Intelligent Retail Network, the intelligent fitting room offers a number of compelling benefits. It empowers customers by allowing them to quickly learn which sizes and styles are available, and it speeds service by enabling the sales rep to directly retrieve what the customer desires. Mitsukoshi determined...
- Tags: Network, Cisco Systems Inc., Sales Representative, Sales Strategy, Sales Force Management, Retail, Sales
- White papers 2007-05-01
- Compute the percentage of a total with Oracle's RATIO_TO_REPORT
- Many reports include a percentage of the report total on each line, in addition to the detail data being reported. For example, what percentage does each customer contribute to all of the orders placed in a month, or what percentage does each sales rep contribute to the total sales?The traditional...
- Tags: oracle, databases
- Blog posts 2007-07-17
- Floor Estimate Pro (Standard) (exe)
- Floor Estimate Pro (Standard) creates professional flooring layout and estimates for flooring retailers, installers, sales reps, and contractors. A sales rep simply lays out a floor plan, and the program instantly calculates linear length, square footage, and yardage, and optimizes seam layout and waste. Floor Estimate Pro saves time and...
- Tags: Layout, Sales Representative, Floor Estimate Pro, Sales Strategy, Construction, Sales Force Management, Retail, Sales
- Software downloads 2006-08-08
- Actrol Parts Puts Chill on Rivals With Mobile Data Base
- Actrol Parts, based in Blackburn, Victoria, is one of Australia's major privately owned refrigeration and air-conditioning wholesalers. Actrol Parts wanted to get a competitive edge by improving the management of its quotes database for air-conditioning and refrigeration components. It needed a system where engineers and sales representatives working onsite with...
- Tags: Mobile, Sales Representative, IBM Corp., Actrol Part, Sales Strategy, Pricing, E-mail Servers, Marketing Research, Advertising & Promotion, Sales Force Management, Groupware, Enterprise Software, Sales, Marketing, Software
- Case studies 2006-05-16
- Be wary of empowering your vendors through standardization
- HP came on-site last week to conduct their annual lunch and learn. You know the drill. The sales rep goes over the product roadmap for the next year to inform you about what is coming and how it will be better than the current offerings. ...
- Tags: Decision Making, Empowerment, Enterprise, hardware, Hewlett-Packard Co., information technology, It Strategic Plan, It&rsquo, s, Planning, standardization, Standards
- Blog posts 2006-11-06
- Supporting sales representatives on the Move: A Study of the Information Needs of Pharmaceutical sales representatives
- The purpose of the study explain in this paper is to understand the nature of the challenges that sales representatives face as a result of operating within a highly mobile and heterogeneous work environment. The paper also focuses on how the sales representatives manage their information needs and discusses the...
- Tags: Mobile, Sales Representative, Sales Strategy, Sales Force Management, Sales
- White papers 2005-06-06
- Replicate Sales Success: Clone Your Star Salespeople
- If you could clone your top sales rep, would you? Find out how, in this short brief from Oracle that outlines the surefire steps and tools to achieve measurable increases in revenue per sales rep. By standardizing and managing your sales process you will enable your company to boost...
- Tags: sales representative, Oracle Corp., revenue, sales, tool
- White papers 2006-09-01
- Solicit feedback on action items to realize full meeting value
- Columnist Tim Landgrave explains how consistently agreeing on and following through with action items identified in meetings boosts customer service satisfaction and enhances product quality.A CIO of a small software company recently approached me about a big customer service issue he was trying to solve. At the same time his...
- Tags: Sales strategy, Sales force management, e Advantage, sales, rep, software
- Technical articles 2002-10-17
- Nontechnical people should be barred from selling software
- According to columnist Jeff Davis, the problem with most people who sell software is that they aren't technical enough. Find out why he thinks technically savvy people should be recruited to sell technology.Are you getting tired of picking up the help desk phone and answering the same questions from your...
- Tags: Sales strategy, Sales force management, Jeff Davis, sales, software, sales representative
- Technical articles 2002-12-10
