SALES FORCE AUTOMATION SYSTEM AND METHOD
First Claim
1. An automated sales system for facilitating a sale of an item or service by intelligently integrating into a single system tools used by a salesperson in a sales process, the automated sales system comprising:
- a plurality of subsystems of a computer configured to electronically facilitate one or more actions performed during at least one phase of the sales process; and
an event manager, electronically coupled to at least one subsystem of the plurality of subsystems, the event manager detecting one or more changes in information regarding an event occurring within the system and automatically initiating an operation in one or more particular subsystems of the computer to facilitate a new action based on the event,wherein at least one subsystem of the plurality of subsystems determines if the event has occurred previously in the sales process and updates another event or task in at least another subsystem of the plurality of subsystems if the operation is automatically initiated.
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Abstract
A sales force automation system and method of facilitating a sales process which integrates computerized intelligent automated salesperson support for multiple phases of the sales process. Various subsystems may be provided to facilitate the sales process which may include pre-sales lead generation, maximize time spent with the customer, effectively manage an order, ensure customer satisfaction and retain the customer for future sales. Also provided to support the phases of the sales process are additional tools, integrated in the system. The additional tools may include self management subsystems, sales management subsystems and training subsystems.
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Citations
33 Claims
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1. An automated sales system for facilitating a sale of an item or service by intelligently integrating into a single system tools used by a salesperson in a sales process, the automated sales system comprising:
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a plurality of subsystems of a computer configured to electronically facilitate one or more actions performed during at least one phase of the sales process; and an event manager, electronically coupled to at least one subsystem of the plurality of subsystems, the event manager detecting one or more changes in information regarding an event occurring within the system and automatically initiating an operation in one or more particular subsystems of the computer to facilitate a new action based on the event, wherein at least one subsystem of the plurality of subsystems determines if the event has occurred previously in the sales process and updates another event or task in at least another subsystem of the plurality of subsystems if the operation is automatically initiated. - View Dependent Claims (2, 3, 4, 5, 6, 7, 8, 9, 10, 11, 12)
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13. A method of facilitating a sales process of an item or service using a computer arrangement having a plurality of subsystems configured to facilitate one or more actions performed during at least one phase of the sales process, the method comprising:
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providing the computer arrangement having one or more processors and the plurality of subsystems; electronically and automatically detecting one or more changes in information regarding an event occurring in the sales process using at least one subsystem of the plurality of subsystems; and electronically and automatically initiating an operation in one or more particular subsystems of the computer arrangement to facilitate a new action based on the event using at least one subsystem of the plurality of subsystems, wherein at least one subsystem of the plurality of the subsystems determines if the event has occurred previously in the sales process and updates another event or task in at least another subsystem of the plurality of subsystems if the operation is automatically initiated. - View Dependent Claims (14, 15, 16, 17, 18, 19, 20, 21, 22, 23, 24, 25, 26)
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27. A computer implemented sales system used to facilitate a sales process of an item or service, the system comprising:
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a plurality of subsystems configured to electronically facilitate actions performed during the sales process; and an event manager coupled to the subsystems and configured to; detect one or more changes in information of an event occurring in the system, link the event with an action to be performed during the sales process based on prior sales experience using the sales system, and automatically initiate an operation using at least one subsystem of the plurality of subsystems to facilitate the action to be performed based on the inferred context, wherein at least one subsystem of the plurality of subsystems determines if the event has occurred previously in the sales process and updates another event or task in at least another subsystem of the plurality of subsystems if the operation is automatically initiated. - View Dependent Claims (28, 29, 30)
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31. An automated sales system for facilitating a sale of an item or service by intelligently integrating into a single system tools used by a salesperson in a sales process, the automated sales system comprising:
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a plurality of subsystems of a computer configured to electronically facilitate one or more actions performed during at least one phase of the sales process; a first memory storing a plurality of rules, each rule indicating at least one subsequent action to be taken by a subsystem of the sales system upon occurrence of a corresponding event occurring in a particular context; a decision subsystem configured to identify a rule stored in the first memory corresponding to the event and for initiating the operation in the particular subsystem based on the identified rule; and an event manager, electronically coupled to at least one subsystem of the plurality of subsystems, the event manager detecting one or more changes in information regarding an event occurring within the system and automatically initiating an operation in one or more particular subsystems of the computer to facilitate a new action based on the event, wherein at least one subsystem of the plurality of subsystems determines if the event has occurred previously in the sales process and updates another event or task in at least another subsystem of the plurality of subsystems if the operation is automatically initiated, and the event comprises a purchased item or service purchased by a customer actually being, at least one of, ordered, processed, built, manufactured or delivered.
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32. A method of facilitating a sales process of an item or service using a computer arrangement having a plurality of subsystems configured to facilitate one or more actions performed during at least one phase of the sales process, the method comprising:
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providing the computer arrangement having one or more processors and the plurality of subsystems; electronically and automatically detecting one or more changes in information regarding an event occurring in the sales process using at least one subsystem of the plurality of subsystems; electronically and automatically initiating an operation in one or more particular subsystems of the computer arrangement to facilitate a new action based on the event using at least one subsystem of the plurality of subsystems; storing a plurality of rules in a memory, each rule indicating at least one subsequent action to be taken by a subsystem of the sales system upon occurrence of a corresponding event occurring in a particular context; identifying a rule corresponding to the inferred context; and initiating the operation in the particular subsystem based on the identified rule, wherein at least one subsystem of the plurality of the subsystems determines if the event has occurred previously in the sales process and updates another event or task in at least another subsystem of the plurality of subsystems if the operation is automatically initiated and the event comprises a purchased item or service purchased by a customer actually ordered, processed, built, manufactured or delivered.
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33. A computer implemented sales system used to facilitate a sales process of an item or service, the system comprising:
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a plurality of subsystems configured to electronically facilitate actions performed during the sales process; and an event manager coupled to the subsystems and configured to; detect one or more changes in information of an event occurring in the system; link the event with an action to be performed during the sales process based on prior sales experience using the sales system; automatically initiate an operation using at least one subsystem of the plurality of subsystems to facilitate the action to be performed based on the inferred context; automatically monitor events occurring in the sales process; identify which events lead to a desired outcome in a use of the sales system; and produce a knowledge database for use in subsequent operations as the prior sales experience using the sales system, wherein at least one subsystem of the plurality of subsystems determines if the event has occurred previously in the sales process and updates another event or task in at least another subsystem of the plurality of subsystems if the operation is automatically initiated.
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Specification