Sales Automation CG 250210

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AEGON TURKIYESALES AUTOMATION PROGRAM (SAP)

REFERRAL DISTRIBUTION SYSTEM (RDS)

NEED BASE SALES MODULE (NBSM)

CEE Tied Network MeetingCenk Gurer / 02 – 03 March 2010 / Budapest

Local knowledge, Global power.

1. Sales Automation Programi. Why SAP?ii. Who build it?iii.Work flowsiv. Screensv. Basic functions

2. Referral Distribution Systemi. What is RDS?

3. Need Base Sales Modulei. Basic functionsii. Benefits

Agenda

Sales Automation Program – Why SAP?

Helps to evaluate pre-sales

activities of DSF

Contains all

different stages of Sales Funnel

Shows all the

ratios

Program called “Microsoft Dynamics” build by Microsoft and designed for after sales activities

Customized and transformed for pre-sales activities

Agent entries Referral entry Address book activity Phone call record Sales appointment

Succeeded• Successful

• Sales declaration form entry• Unsuccessful• Second appointment

• Sales appointment• Succeeded• Postponed• Cancelled

Postponed• Sales appointment

• Succeeded• Postponed• Cancelled

Cancelled

SAP – Work flows

SAP – Main Menu

SAP – Screens

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Advisors follow up all activities this screen.

if advisors push the google map button They follow up daily route for customers

SAP – Screens

Referral Screen

SAP – Screens

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Entering cold/hot referalls in referall screen by advisors

Cold referall: It may be list and business card referalls

Hot referall: It may be close friend, family, customer referalls

Entering campaign code/referall type in referall screen by advisors

It must be enter the campaign code each referall by advisors

Referral Screen

SAP – Screens

Address book Activity

SAP – Screens

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Address book Activity

Referall is phoned by advisor

Booking a lot of customer information in address book

It must be enter the address book result

SucceededPostponedCancelled

SAP – Screens

Customer Screen

SAP – Screens

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Customer Screen

if the referall become customer It must be enter the detail of customer information

It must be enter the TCK each customer

TCK is the identifier data for customers

SAP – Screens

Sales Appointment Activity

SAP – Screens

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Sales Appointment Activity

Advisors make an appointment from customer

As a result it may be


SAP – Screens

Sales Appointment Form

SAP – Screens

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A formal face-to-face meeting, especially, interview with customer

Interview activity is the most important for advisors because if the advisor persuades customer It could be sales

As a result it may be


Sales Appointment Form

SAP – Screens

Sales Declaration Form Entry

SAP – Screens

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SAP – Basic Functions

SAP has hierarchical file system for all the agents, teams, branch and regional offices and managers.

Every manager has the authority to follow the related agents or units activities on real time on line basis. They also approve the sales declaration form through the system.

The managers could produce all sort of activity reports including success ratios.

With Google Map function agents could arrange and group their daily appointment according the distances and functionality.

SAP – Basic Functions (Reports and Screens)

In the activity report section of main menu, there are monthly statistics of activities referrals taken.


Through outlook menu, open and closed referrals are easily followed.


Activity Management

Different sorts of open and closed activities with dates on agent or unit basis


Activity Management

Reports are in sales declaration, activity and achievement categories.


Reports

Activity Report for specific dates


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The managers could produce very comprehensive activity reports of agents, teams, units, branches, regions or country.

The activity reports could be in distribution type, source of referral (hot, cold, list, web, call center) details

SAP – Basic Functions (Activity Reports)




Agenda

Referral Distribution System

With the help of referral

distribution system we are able to give

distribute some cold referrals to

DSF with different parameters

regarding their daily activity

workload.

Sometimes the company buys

referral lists from outside to distribute to

agents.


Referral Distribution Screen

A sample screen of RDS


Referral Distribution Reports





Agenda

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This module is used and filled by the agent in the moment of sales.

Includes documents such as Financial Planning Analyses Form, risk profile, illustrations for pensions and premium tables for life products.

Need Base Sales Module

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Financial Planning Analysis (FPA)calculates the financial gap (net present value of the difference between the income and expenditures after retirement period) based on information regarding financial status and future expectation of the clients. Having calculated the gap, program recommends approximate monthly savings amount (premium) directed for investment to close the gap.


Risk Profile to evaluate customers risk appetite


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Risk Return Profile (RRF)Analyse risk acceptance level (risk averse or risk taker) and return expectation of the prospect and recommends the pension plan that contains funds best fitting risk/return perception


2 different proposal according to Risk Profile


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Illustrations (Projection Tables)Pricing and Quotations of all life and pension products including financial calculator. With illustration program, legal requirements are met and standard proposals are generated.


FPAs and Risk Profiles are easily followed by typing the registration number


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Thank You

Sales Automation CG 250210

Documents

Transcript of Sales Automation CG 250210