Sales force automation system and method

• US 8,271,355 B2
• Filed: 04/25/2011
• Issued: 09/18/2012
• 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: Johnson, Jerome Dale, Lundberg, David Robert, Krebsbach, Michael Paul
• Primary Examiner(s): Poinvil, Frantzy
• Application Number:
  US13/093,802
• Publication Number:
  US 20110258081A1
• Time in Patent Office: 512 Days
• Field of Search: 705 10- 44
• US Class Current: 705/26.81
• 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 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.

Claims

1. An integrated sales system comprising:

a processor and a memory combined with the processor, the combined processor and memory being configured to execute a multistep sales process, the multistep sales process comprising;

converting a name to a potential customer lead,

converting a potential customer lead to a buying customer, so as to close a sale,

preparing a purchase order such that a product or service included in the purchase order matches a product or service sold and submitting the purchase order to a back office system,

converting an existing customer into a lead, so as to generate repeat sales, and

automating execution of the multistep sales process, preparation of the purchase order, and submission of the purchase order to the back office system so as to enable a salesperson to mange tasks related to execution of the multistep sales process, preparation of the purchase order, and submission of the purchase order to the back office system.

2. The integrated sales system of claim 1, the multistep sales process further comprising:

communicating the purchase order between the combined processor and memory and the back office system.

3. The combined processor and memory of claim 2, wherein the purchase order is communicated to the back office system via at least one of a local area network (LAN), a wireless local area network (WLAN), a wide area network (WAN), and the Internet.

4. The integrated sales system of claim 1, the multistep sales process further comprises at least one of:

assisting a salesperson in managing sales information;

assisting a sales manager in managing a plurality of salespeople; and

providing training to a salesperson.

5. A method comprising:

converting a name to a potential customer lead by a computer;

converting the potential customer lead to a buying customer by the computer, so as to close a sale;

generating a purchase order such that a product or service included in the purchase order matches a product or service sold by the computer;

transmitting the generated purchase order to a back office system by the computer; and

converting an existing customer into a known customer lead by the computer, so as to generate repeat sales.

6. The method of claim 5, further comprising:

updating a sales management forecast to reflect the purchase order transmission by the computer.

7. The method of claim 5, wherein at least one of the receiving and the transmitting are performed by the order management component via at least one of a local area network (LAN), a wireless local area network (WLAN), a wide area network (WAN), and the Internet.