Use CRM to manage the quotation Process

Use CRM to manage the quotation Process

Author: Aimee. Zheng 12:10:32

Keywords: CRM quotation Process Management Category: Management

As we all know, from quotations to final orders need different stages in different countries this year. Such as preparation before quotation, price negotiation by the customer, modification based on customer feedback, conversion of sales orders based on quotations or analysis of reasons for quotation failure, etc. Ordinary information management software can only convert sales orders according to quotations. In Oracle's CRM system, the quotation process can be realized. 　I. Why should we manage the quotation process? In the traditional quote management system, many problems are often caused by the lack of process management. Some enterprises even make a lot of jokes. For example, different sales people report product prices like the same customer, and even worse, different sales people report different prices. This will certainly bring a bad impression to the customer. According to my understanding from the client, if you do not manage the entire quotation process, the enterprise may encounter the following problems. 1. Different Salesmen will make quotations for the same customer. In the quotation management, most enterprises only focus on some old customers. For some potential customers, the quotation is verbal, that is, there is no relevant record in the system. As a result, some sales staff will keep making quotations for various reasons like these potential customers. Because the communication between the two products is not smooth, the price quoted for the same product is also different. This will give the customer a bad impression. Imagine how the customer will believe that the enterprise can deliver the quotation on time and in good quality if the quotation is not easy to manage? 2. The price quoted is not tracked. Many companies report to the author that their sales staff only pay the price. However, there is a lack of effective tracking for subsequent work after the price is reported. The sales manager or other managers do not understand the customer's response. If the customer is afraid that the price quoted by the enterprise is high, or the sales staff is not enthusiastic, they refuse to accept the quotation from the Enterprise. A basic requirement of an enterprise for a quote is that each quote sent must receive a response from the customer. Even negative comments from customers. In the past, the quotation process was not managed by the company. Therefore, the quotation sheet cannot be followed up. 3. There is no connection between sales opportunities, potential customers, product quotations, sales orders, discounts, and so on. In fact, the quotation task runs through many tasks. Only a few steps are involved in the quotation operation. If only several links are used in the quotation management, and the combination with other operations is neglected, then the quotation task's main line cannot be used to connect the relevant links. Then the effectiveness of quotation management can be imagined. 2. What if CRM manages the quotation process? 1. Get product price information through the pricing engine. Among many CRM products (such as oraclecrm), the pricing engine technology has been implemented. Simply put, the pricing engine is a set of price management mechanisms preset by enterprise managers. The system automatically calculates a reasonable price based on predefined rules as long as the salesperson enters some basic information, such as the product name, customer payment conditions, and payment method. The sales staff can quote the price to the customer. The pricing engine can be used to obtain the price information, which can be used correctly at the beginning of the marketing campaign. For example, the price obtained based on the pricing engine is the default quote of the enterprise. If the price actually given to the customer by the salesperson differs from the price, it must be specified in the system. This is conducive to the enterprise's subsequent analysis and tracking. In addition, through permission control, enterprises can also set the extent to which the sales staff can modify the price given by the pricing engine. It can be seen that with the help of the pricing engine, enterprises can improve the control of the quotation process. Improve the scientific and sustainable nature of the quotation process. 2. Provides a price management platform. The quotation process is involved in both the initial negotiation with potential customers, the subsequent acceptance of the customer's promotion conditions, or the final conversion to the sales order. For example, during the communication with potential customers, the sales staff will promise the customer some optimization conditions. For example, in order to prompt the customer to make an early payment, the company will set the relevant commercial discounts to attract customers, and there may be quantity discounts and so on. Now, how can we transmit the information that attracts customers to place orders to customers in future contact? This is a challenge in enterprise management. If there is a set of strict management mechanisms, which sales personnel will bother to introduce the preferential measures every time they make a quotation to the customer? Some companies tell the author that some of their salesmen are smart. This is because I introduced the Preferential Measures of the enterprise to the customer last time. Actually not. Some Preferential Measures of enterprises are to be effective only when customers are bombarded. In addition, how can these preferential measures be applied to specific quotations and orders? There may be many preferential measures (such as commercial discounts, quantity discounts, promotions, etc.) for enterprises, and different customers may also enjoy different preferential measures. For this reason, if we rely on manual management, it is difficult to achieve a loss of everything. To this end, the company hopes to have a platform that can link with the customer's initial commitment, the quotation given to the customer, and the price of the sales order, so that they can meet and meet with each other. Instead of waiting for the customer to complain about the company's price fraud, the problem will be discovered. At this time, the credibility of the enterprise is no longer good, and the effect of making up for it is also limited. Therefore, the oraclecrm system provides such a platform to implement all the links involved in the quotation process on the same platform. In this way, the customer's commitment can be shown without any deduction in the quotation to improve customer satisfaction and loyalty. That is to say, the unified quotation management platform provides an easy-to-implement and inexpensive solution for enterprises to eliminate price differences between sales opportunities, quotations, and sales orders. 3. Manage failed quotation records. In fact, for managers, they may pay more attention to the failed quotations. They need to know why the customer did not accept the quotation. If the price offered by the salesman is slower than the competitor, or the price is too high, etc. In the oraclecrm system, you can pre-classify the reasons for failed quotations. Then, when the actual situation occurs, the salesperson only needs to select. In this case, the operation is accelerated, and it is also conducive to subsequent statistics. In the CRM system, you can count the percentage of failed sales orders caused by various causes to provide data support for the Administrator for the next step. In addition, you can set the response period of the quotation sheet in the system. If the salesperson has any actions ten days after the quotation is made, the system will automatically send an email or urge the salesperson to follow up by other means. If the quotation sheet is successfully closed in the system, you need to analyze the cause of the failure if it fails.