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- In the past, sales associates had no way to access vital information about their customers while on the road. All research into customers unique needs, shipping trends, recaps of previous sales calls-as well as the latest pricing information-had to be conducted from desktop computers at the office. Once on the road, the task of manually documenting each sales call was time-consuming, limiting the valuable "face-time" sales associates could spend with their customers. And when they returned to the office, those handwritten notes had to be entered into the central sales database.
- Van Sales needed a way make mobile sales representatives more efficient and more responsive to customer needs.
- The Handheld Solution
- The peoples agents had already equipped 18 human resources managers in the field with handhelds. Based on the tremendous positive response to that program-as well as its remarkably easy deployment and minimal training requirements-the company decided to outfit 485 sales associates with modem-equipped color handhelds. Each user also received a collapsible keyboard to facilitate fast data entry.
- Today, sales associates can access crucial customer information and pricing data from virtually anywhere, enabling them to respond immediately to customer questions and needs. Results of sales calls-including what the customer is shipping, the shipment destination, and specific shipment handling needs-are captured on the Palm handheld via an easy-to-use, menu-driven interface and then transferred electronically to the company database, eliminating the need for manual data entry.
- The Palm handhelds also provide remote access to e-mail and scheduling applications. Not only do sales agents stay better connected with customers and associates, they can now integrate their calendars with the customer database to design the most efficient route for the day's sales calls. Busy sales associates can even download the day's e-mail to their handhelds, go home for dinner, and then respond to their mail later in the evening after spending some quality time with their families.
- Solution Highlights
- Remote access to detailed sales and pricing information
- Custom-built application enables remote recording of sales call information, eliminating manual data entry
- Seamless integration with company databases
- Easy-to-read color interface
- Remote access to company e-mail and scheduling applications
- Improved quality of work life for employees reduced turnover
- Fast, easy deployment
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