Database Reference
In-Depth Information
22.
Does it provide the capability to evaluate, on a continuous basis, the relative
success of the sales channel by tracking the conversion leads/prospects into
customers and the associated sales events?
23.
Does the CRM provide the capability to assign and track sales quotas and sales
performance by region, by sales person, by channel, or by product/service?
24.
Does the system provide for numerous details on rebates, such as special price
agreement costs, rebate amounts, and volume discounts?
25.
Does it provide support for supplier sponsored bonus/special supplier incentives
to a singular or multiple recipients?
26.
Does the system provide for calculating commissions, gross margins, and related
rebates at sales person level and region or enterprise level?
27.
Does it support payment and reporting on commissions paid over a predetermined
period (weekly, monthly, and quarterly) to sales people or distribution channels/
agents?
28.
Does the system support in-depth reporting on amount and timeliness of bills
collected in respect to actual and estimated sales?
29.
Does it track receivables versus sales to monitor the quality of sales?
30.
Does the system provide sales performance measurement by commission with
number of sales, revenue per customer, margin per customer, customer service, etc.?
31.
Does the CRM analyze channel data for fraud detection and reduce commissions
for bad debt, returns, etc.?
32.
Does it track and store historical data to help in devising of future commission
plans for different market segments, products, and services?
33.
Does it produce an accounts payable (A/P) transaction ile with data on
commissions, bonus/special supplier incentives, rebates, etc., for interfacing with
the accounting system.
(
Continued
)
