Database
Database applications are used to help manage customer relationships more effectively. Information from marketing, sales, and customer service can be integrated into a database.
Salespeople use remote synchronization to receive updates automatically from headquarters and send back the updated information.
The database is used by the manager to measure sales productivity and to estimate/calculate the value of each customer since customers can be segmented.
You can build a database by following these steps:
1) Define the purpose of your database;
2) Walk through your selling process;
3) Choose the database software program;
4) Choose the information you need to track. Plan how names should be entered in the database. If you have international clients, allow for differences in mailing addresses;
5) Develop a rating system to measure importance of each customer to your company;
6) Put prospects in a holding database while adding dead leads to a purge file.
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