Sales Force Development: A Predictor of Customer Relationship Management

Abstract

In business organizations’ sales department, there is always a need of efficient and effective sales force. A well-mentioned and maintained sales force in retail sector always in need which can help customers in making more aware and well-informed for their buying decision. The advantage of training in the same direction in retail sector keeping employees intimated towards the services and their products to offer, so that the sales persons can have clear communication with the customer. This idea may lead to an increase in customer satisfaction and their confidence, which resulting in increased sales and its profits. It’s a domino effect, starting with an efficient and effective corporate training practice. The same rule has been applied to customers of retail sectors and their service associates. They must be conscious of processes and policies to proposals about the services and products that consumers are expecting for their continuous dedication. Customer relationship management is concerned with strategies, technologies, and that companies utilize to assess and administer customer interactions with organizations. With the customer lifecycle, their objectives are to be improved in business associations with their customers and helping in customer management and drive growth. The automation manages a portion of the customer lifecycle. Sales force automation’s objectives are to cope up with all the challenges confronted by the sales force and managers of the business organizations. It encounters with challenges such as sales tracking, order closing and booking, payment, and collection of payment furthermore. For this study, total 290 employees were chosen randomly from Indore and Bhopal through self-structured questionnaire, their responses were gathered. The result indicated that if employees are professionally trained, they are able to manage customer relationship more effectively.