NDLI: The design and development of a sales force automation tool using business process management software

Content Provider	IEEE Xplore Digital Library
Author	Baysan, C. Bertman, A. Maynigo, R. Norville, G. Osborne, N. Taylor, T.
Copyright Year	2005
Description	Author affiliation: Dept. of Syst. & Inf. Eng., Virginia Univ., Charlottesville, VA, USA (Baysan, C.; Bertman, A.; Maynigo, R.; Norville, G.; Osborne, N.; Taylor, T.)
Abstract	A sales force automation (SFA) tool is a computerized system that provides sales team members and managers with the functionality to track sales leads, manage contacts, control customer relations, monitor sales processes, schedule meetings, forecast sales and analyze employee performance. SFA tools aim to increase the efficiency and effectiveness of a sales team; however many commercially available SFA tools are generically structured solutions that do not accommodate the specific needs of a company. However, because of recent interest and developments in business process management (BPM) software, an emerging technology capable of modeling and automating business processes, it is possible for individual firms to custom-design their own sales force automation tools. In general, BPM software tools provide automated support for tracking tasks across multiple departments as they are completed by different employees. This paper discusses the design and development of an SFA tool using BPM software, including the identification of a detailed sales process, an analysis of the reporting capabilities, a model for determining the probabilistic outcomes of the sales process, and a decision-analytic model for optimizing sales force resource allocation.
Starting Page	318
Ending Page	327
File Size	2031455
Page Count	10
File Format	PDF
ISBN	0974455946
DOI	10.1109/SIEDS.2005.193274
Language	English
Publisher	Institute of Electrical and Electronics Engineers, Inc. (IEEE)
Publisher Date	2005-04-29
Publisher Place	USA
Access Restriction	Subscribed
Rights Holder	Univ. of Virginia
Subject Keyword	Marketing and sales Design automation Software development management Software tools Business Automatic control Force control Control systems Computerized monitoring Processor scheduling
Content Type	Text
Resource Type	Article

Sl.	Authority	Responsibilities	Communication Details
1	Ministry of Education (GoI), Department of Higher Education	Sanctioning Authority	https://www.education.gov.in/ict-initiatives
2	Indian Institute of Technology Kharagpur	Host Institute of the Project: The host institute of the project is responsible for providing infrastructure support and hosting the project	https://www.iitkgp.ac.in
3	National Digital Library of India Office, Indian Institute of Technology Kharagpur	The administrative and infrastructural headquarters of the project	Dr. B. Sutradhar bsutra@ndl.gov.in
4	Project PI / Joint PI	Principal Investigator and Joint Principal Investigators of the project	Dr. B. Sutradhar bsutra@ndl.gov.in Prof. Saswat Chakrabarti will be added soon
5	Website/Portal (Helpdesk)	Queries regarding NDLI and its services	support@ndl.gov.in
6	Contents and Copyright Issues	Queries related to content curation and copyright issues	content@ndl.gov.in
7	National Digital Library of India Club (NDLI Club)	Queries related to NDLI Club formation, support, user awareness program, seminar/symposium, collaboration, social media, promotion, and outreach	clubsupport@ndl.gov.in
8	Digital Preservation Centre (DPC)	Assistance with digitizing and archiving copyright-free printed books	dpc@ndl.gov.in
9	IDR Setup or Support	Queries related to establishment and support of Institutional Digital Repository (IDR) and IDR workshops	idr@ndl.gov.in

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