Sales force automation and method

• US 7,949,578 B2
• Filed: 10/30/2007
• Issued: 05/24/2011
• Est. Priority Date: 10/30/1995
• Status: Expired due to Fees

• Current Assignee: SFA Systems LLC (f/k/a Triton IP, LLC) (Legacy Patent Holdings, LLC)
• Original Assignee: SFA Systems LLC (f/k/a Triton IP, LLC) (Legacy Patent Holdings, LLC)
• Inventors: Krebsbach, Michael Paul, Lundberg, David Robert, Johnson, Jerome Dale
• Primary Examiner(s): Gart; Matthew S
• Assistant Examiner(s): CRAWLEY, TALIA F
• Application Number:
  US11/929,493
• Publication Number:
  US 20080103946A1
• Time in Patent Office: 1,302 Days
• Field of Search: 705/1, 705/30, 364/401, 395/228
• US Class Current: 705/30
• CPC Class Codes: G06Q 10/06 Resources, workflows, human or project management; Enterprise or organisation planning; Enterprise or organisation modelling
• CPC Class Codes: G06Q 10/06311 Scheduling, planning or task assignment for a person or group
• CPC Class Codes: G06Q 10/06316 Sequencing of tasks or work
• CPC Class Codes: G06Q 10/0637 Strategic management or analysis, e.g. setting a goal or target of an organisation; Planning actions based on goals; Analysis or evaluation of effectiveness of goals
• CPC Class Codes: G06Q 10/087 Inventory or stock management, e.g. order filling, procurement or balancing against orders
• CPC Class Codes: G06Q 20/20 Point-of-sale [POS] network systems
• CPC Class Codes: G06Q 30/0201 Market modelling; Market analysis; Collecting market data
• CPC Class Codes: G06Q 30/0281 Customer communication at a business location, e.g. providing product or service information, consulting
• CPC Class Codes: G06Q 30/06 Buying, selling or leasing transactions
• CPC Class Codes: G06Q 30/0635 Processing of requisition or of purchase orders
• CPC Class Codes: G06Q 40/12 Accounting

Abstract

A salesforce automation system 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.

Claims

1. A sales force automation system for a price information update in a sales proposal process, the sales force automation system comprising:

a salesperson support system configured to support a sales personnel with a particular task related to respective phases of the sales proposal process; and

a back office system configured to exchange sales information with the salesperson support system to provide support for the salesperson support system,

wherein the salesperson support system and the back office system each comprises;

one or more processors;

a data component in communication with the one or more processors and configured to store price data;

a communication component configured to support remote access communications to allow for an exchange of the sales information; and

a management module configured to detect the price information update, update the price data stored in the data component, and mark old information as invalid in a configuration database of the data component, and

wherein;

the communication component of the salesperson support system and the communication component of the back office system are communicatively coupled to each other,

the salesperson support system further comprises a proposal module configured to generate a customized proposal by retrieving data from the data component, and

the management module of the salesperson support system is configured to operate even when disconnected from the back office system such that the price information update is received and automatically processed at a next connected session with the back office system, and to detect generation of the customized proposal and notify the back office system to update to reflect same.

2. The sales force automation system of claim 1, wherein the management module of the salesperson support system is configured to leave an audit trail message for transfer to the back office system during a next connected session after the price information update.

6. The sales force automation system of claim 1, wherein the management module is configured to notify a salesperson of any outstanding quotes which are affected by the price information update.

7. The sales force automation system of claim 1, wherein the back office system further comprises:

an event manager,

wherein the event manager communicates with at least one of, data tools, system tools, enterprise systems, dealer systems, a sales management component or any combinations thereof.

8. The sales force automation system of claim 1, wherein the salesperson support system further comprises an event manager,

and wherein the event manager communicates with at least one of, a lead generation component, a time with customer component, an order management component, a customer retention component, a self management component, a sales management component or any combinations thereof.

9. The sales force automation system of claim 1, wherein the salesperson support system is detached from the back office system.

10. The sales force automation system of claim 9, wherein the sales support system comprises a portable computer.

19. The sales force automation system of claim 1, wherein the salesperson support system and the back office system each further comprises an event manager configured to communicate with the one or more processors to control a flow of data and information through the sales force automation system.

3. A method for a price information update in a sales proposal process by utilizing a sales force automation system wherein the sales force automation system comprises a salesperson support system for use in a sales personnel'"'"'s sales activity and a back office system for exchanging sales information with the salesperson support system to provide support for the salesperson support system, the method comprising:

providing one or more processors;

storing price data, by a data component of one of the salesperson support system and the back office system, the data component being configured to communicate with the one or more processors;

exchanging, by communication components of the salesperson support system and the back office system, the sales information through remote access communication therebetween;

detecting, by a management module of one of the salesperson support system and the back office system, the price information update, wherein the detection and a processing of the price information update occurs at a next connected session between the salesperson support system and the back office system when the sales support system is not in communication with the back office system such that the salesperson support system operates properly even when disconnected from the back office system; and

updating, by the management module of one of the salesperson support system and the back office system, price data stored in the data component and marking old information as invalid in a configuration database stored in the data component,

wherein the salesperson support system further comprises a proposal module configured to generate a customized proposal by retrieving data from the data component, and the management module of the salesperson support system is configured to detect generation of the customized proposal and notify the back office system to update to reflect same.

4. The method of claim 3, further comprising leaving an audit trail message for transfer to the back office system during a connected session after the price information update.

5. The method of claim 3, further comprising notifying a salesperson of any outstanding quotes which are affected by the price information update.

11. The method of claim 3, wherein the back office system further comprises:

an event manager,

and wherein the event manager communicates with at least one of, data tools, system tools, enterprise systems, dealer systems, a sales management component or any combinations thereof.

12. The method of claim 3, wherein the salesperson support system further comprises an event manager,

and wherein the event manager communicates with at least one of, a lead generation component, a time with customer component, an order management component, a customer retention component, a self management component, a sales management component or any combinations thereof.

13. The method of claim 3, wherein the communication component comprises:

a communication component in the salesperson support system; and

a communication component in the back office system.

14. The method of claim 13, wherein the salesperson support system and the back office system communicate with each other through the communication component.

15. The method of claim 14, wherein the salesperson support system is detached from the back office system.

16. The method of claim 15, wherein the sales support system comprises a portable computer.

20. The method of claim 3, wherein the salesperson support system and the back office system each further comprises an event manager configured to communicate with the one or more processors to control a flow of data and information through the sales force automation system.

17. A sales force automation system for a price information update in a sales proposal process, the sales force automation system comprising:

a salesperson support system configured to support a sales personnel with a particular task related to respective phases of the sales proposal process; and

a back office system configured to exchange sales information with the salesperson support system to provide support for the salesperson support system, wherein the salesperson support system and the back office system each comprises;

one or more processors;

a data component in communication with the one or more processors and configured to store price data;

a communication component configured to support remote access communications to allow for an exchange of the sales information; and

a management module configured to detect the price information update, update the price data stored in the data component, and mark old information as invalid in a configuration database of the data component,

wherein the communication component of the salesperson support system and the communication component of the back office system are communicatively coupled to each other,

wherein the salesperson support system further comprises a proposal module configured to generate a customized proposal by retrieving data from the data component,

wherein the management module of the salesperson support system is configured to provide support to facilitate the sales proposal process even when the salesperson support system is not in communication with the back office system such that the price information update is received and automatically processed at a next connected session with the back office system,

wherein the management module is configured to notify a salesperson of any outstanding quotes which are affected by the price information update,

wherein the back office system further comprises an event manager that communicates with at least one of, data tools, system tools, enterprise systems, dealer systems, a sales management component or any combinations thereof, and

wherein the management module of the salesperson support system is configured to detect generation of the customized proposal and notify the back office system to update to reflect same.

21. The sales force automation system of claim 17, wherein the salesperson support system and the back office system each further comprises an event manager configured to communicate with the one or more processors to control a flow of data and information through the sales force automation system.

18. A method for a price information update in a sales proposal process by utilizing a sales force automation system wherein the sales force automation system comprises a salesperson support system for use in a sales personnel'"'"'s sales activity and a back office system for exchanging sales information with the salesperson support system to provide support for the salesperson support system, the method comprising:

providing one or more processors;

storing price data, by a data component of one of the salesperson support system and the back office system, the data component being configured to communicate with the one or more processors;

exchanging, by communication components of the salesperson support system and the back office system, the sales information through remote access communication therebetween;

detecting, by a management module of one of the salesperson support system and the back office system, the price information update, wherein the detection and a processing of the price information update occurs at a next connected session between the salesperson support system and the back office system when the sales support system is not in communication with the back office system such that the salesperson support system is supported to facilitate the sales proposal process properly even when the sales support system is not in communication with the back office system;

updating, by the management module of one of the salesperson support system and the back office system, price data stored in the data component and marking old information as invalid in a configuration database stored in the data component; and

notifying a salesperson of any outstanding quotes which are affected by the price information update,

wherein at least one of the back office system or the salesperson support system further comprises an event manager,

wherein the event manager communicates with at least one of, data tools, system tools, enterprise systems, dealer systems, a sales management component or any combinations thereof, and

wherein the salesperson support system further comprises a proposal module configured to generate a customized proposal by retrieving data from the data component, and the management module of the salesperson support system is configured to detect generation of the customized proposal and notify the back office system to update to reflect same.

22. The method of claim 18, wherein the salesperson support system and the back office system each further comprises an event manager configured to communicate with the one or more processors to control a flow of data and information through the sales force automation system.