PROSPER — Push Sales PROSPER — Pull Sales PROSPER — Sales Monitoring & Logistics System PROSPER — Customer Relationship Management PROSPER — Sales Activity Monitoring System CHANNEL BUILDER       PROSPER : PROSPECT MANAGEMENT SYSTEM FOR PUSH SALES BUSINESSES PROSPER- Prospect Management system (PMS) addresses the following challenges in businesses where marketer visits the potential customer: Is adequate market working (fresh calls, key account calls etc) being done or not? Are the prospects being timely followed up and is each and every prospect being followed up? Is full potential of prospect been realized? What are the delayed follow-ups? What prospects have been lost to competition and why? What should be done with product features, price or payment plan to ensure that prospects are not lost to competition? How do we track and follow up a prospect that says that he would buy our product after six months? What is the conversion & performance efficiency of each and every Sales Executive? Is it possible to give targets to each Executive and objectively assess performance against Targets? How many conversions have happened from a Campaign? Is there an objective method of assessing campaign efficiency? Is it possible to monitor the follow-up from anywhere, without having to meet with the sales executive? Is it possible to increase conversion efficiency of Sales Executive? Is it possible to objectively get expected sales for any forth-coming period? Is it possible to prevent loss of data when an executive leaves the organization? Is it possible to ensure that timely dispatches of stocks take place, once SE places indent? The various salient features and benefits of PROSPER are as under- Features for Sales Promotion activities - Easy methods of tracking, as all the prospects get shown on the home screen, along with all the transactions history. Further, Sales executive is able to see his own prospects and his supervisor is able to see all the prospects. Day (s) Activity report gives us the number of calls made. If these are less than the expected norm, executive can be hauled over the coals. Is executive does the number of calls expected of him and if the call norms have been set scientifically, then sales targets should get achieved. When a prospect is handed over to an executive, he can either work on it or he may not work on it or he may close it. If he does not work on it, it shows as delays. If he closes it, his conversion efficiencies go down, as is reflected in Executive performance report. Sales report helps executive and his supervisor to keep track of targets set, each month, month after month. Thus, no good or bad performance goes unnoticed. Further, it is possible to know actual contribution of each executive, through various reports, which is not possible in manual system. Features for good quality management decision making Area wise report helps in finding out the areas that are lacking in prospect generation. Thus decisions on local marketing activities can be taken. This report can also be used to decide if areas have correct representation. Campaign efficiency report helps in finding the effective campaigns. Thus decisions on replicating such campaigns or their features for new campaigns can be taken. From Prospect profile analysis report we can find enquiry type (Cold Call, Telephonic, Telemarketing, walk-in, Reference, Campaign etc). Such data can help in better quality decision-making. Prospect lost report helps in finding the reason for loss of prospect to the competition. This can help in deciding on product features, discounts etc preferred by prospects. Features for budgeting and planning Conversion efficiencies from Executive performance report help in calculating the prospects required for achieving certain level of sales. Thus, decision on level of input effort required to generate acceptable number of prospects can be taken. Campaign efficiency report helps in finding effective campaigns. Data on cost of generating each sale is obtained from this report. Features for relationship building Forth coming birthday report helps in relationship building. Features for managerial control Home screen shows up all the delayed follow-ups, along with the total number of delays. Home screen shows the executive, prospects handled, sales achieved, targets and sales achievement as a percentage of targets.

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