(12) unlted states patent (10) patent no.: us 7,941,341 ….… · _ sfa systems, llc, marshall, tx...

US007941341B2

(12) Unlted States Patent (10) Patent No.: US 7,941,341 B2 Johnson et al. (45) Date of Patent: May 10, 2011

(54) SALES FORCE AUTOMATION SYSTEM AND 4,377,741 A 3/1983 Brekka et 31. METHOD 4,466,001 A 8/1984 Moore et a1.

4,500,880 A 2/1985 Gomersall et a1. *

(75) Inventors: Jerome Dale Johnson, North Mankato, i } liglrgtzilet 31' """"""""""" " l/l MN (Us); Davld Robert Lundberg, 4,591,983 A 5/1986 Bennett et a1. Mankato, MN (US); Michael Paul 4,616,327 A 10/1986 Rosewarne et a1. Krebsbach Aerdenhout (NL) 4,670,798 A 6/1987 Campbell et a1.

’ 4,706,212 A 11/1987 Toma . _ 4,734,858 A 3/1988 Schla?y

(73) Asslgnee. SFA Systems, LLC, Marshall, TX (US) 4,775,935 A “M988 Yourick

( * ) Notice: Subject to any disclaimer, the term of this (Continued) patent is extended or adjusted under 35 U S C 1 5 4 (b) by 0 days FOREIGN PATENT DOCUMENTS

EP 0344976 12/1989

(21) Appl. No.: 12/412,455 (Continued)

(22) Filed: Mar. 27, 2009 OTHER PUBLICATIONS

(65) Prior Publication Data Bob Gattyi‘setting Up Shop on Computer Screens”, Nation’s B ' ,M .1984, . 57-58. Us 2009/0248479 A1 Oct. 1, 2009 “mess at pp

(Continued) Related US. Application Data

(60) Continuation of application No. 11/ 929,548, ?led on P 1’ imary Examiner * FramZy Poinv? Oct, 30, 2007, now Pat, No, 7,516,088, which is a (74) Attorney, Agent, or Firm *H?I‘ShkOVlIZ &Associates, division of application No. 1 1/ 537,953, ?led on Oct. 2, LLC; Abraham HerShkOVitZ 2006, noW abandoned, Which is a continuation of application No. 09/566,872, ?led on May 8, 2000, noW (57) ABSTRACT abandoned, Which is a continuation of application No. _ _ _ _ 08/550 089 ?led on Oct 30 1995 HOW Pat NO A sales force automat1on system and method of fac1l1tat1ng a 6 067 5,25‘ ’ ’ ’ sales process Which integrates computerized intelligent auto

’ ’ mated salesperson support for multiple phases of the sales (51) Int CL process. Various subsystems may be provided to facilitate the

G06Q 40/00 (200601) sales process Which may include pre-sales lead generation, (52) us. Cl. .......................................... .. 705/16- 705/30 maximize time Spent With the Customer’ effectively manage (58) Field of Classi?cation Search 70,5 /10i4 4 an order, ensure customer satisfaction and retain the customer

See a lication ?le for Com lete' for future sales. Also provided to support the phases of the pp p ry' sales process are additional tools, integrated in the system.

(56) References Cited The additional tools may include self management sub

U.S. PATENT DOCUMENTS

4,128,758 A 12/1978 Bukowskietal. 4,359,631 A 11/1982 Lockwoodet a1.

1m 1111 ,m f

1 1 1 I

,m (1"! 1 (1111

systems, sales management subsystems and training sub systems.

33 Claims, 30 Drawing Sheets

‘ LEAD m: 7 mm min mun

API 1 API ' Pl

PP mm run

5mm :05 nnulu

1 115A 1

2115A

1- mm >115 1, 111mm. 1

was

M177]

US 7,941,341 B2

US. PATENT DOCUMENTS

4,863,384 A * 9/1989 Slade .......................... .. 434/107

4,887,208 A 12/1989 Schneider et al. 4,899,292 A * 2/1990 Montagna et al. .................. .. 1/1 4,899,299 A * 2/1990 MacPhail . . . . . . . . . . . .. 1/1

4,905,094 A * 2/1990 Pocock et al. . . 386/106 4,931,944 A * 6/1990 Richter et al. . . 700/100 4,958,292 A * 9/1990 Kaneko et al. .............. .. 700/106

4,972,318 A 11/1990 Brown et al. 4,984,155 A 1/1991 Geieret al. 4,992,939 A * 2/1991 Tyler ............................... .. 704/9

4,992,940 A * 2/1991 Dworkin 705/26 5,053,956 A * 10/1991 Donaldet al. . 713/601 5,056,029 A * 10/1991 Cannon ....................... .. 700/233

5,072,536 A * 12/1991 Matthews et al. ............. .. 40/587 5,088,045 A * 2/1992 Shimanaka et al. . 700/110 5,099,422 A * 3/1992 Foresman et al. ............ .. 705/1.1

5,103,498 A 4/1992 Lanier et al. 5,117,354 A * 5/1992 Long et al. .................... .. 705/27 5,172,314 A 12/1992 Polandetal. 5,191,522 A 3/1993 Bosco et al. 5,212,634 A * 5/1993 Washizakiet al. ............ .. 700/90

5,225,987 A 7/1993 Thompson 5,241,464 A * 8/1993 Greulich et al. .............. .. 705/26

5,270,922 A 12/1993 Higgins 5,283,865 A 2/1994 Johnson 5,309,355 A 5/1994 Lockwood 5,353,219 A 10/1994 Mueller et al. 5,367,452 A 11/1994 Gallery et al. 5,493,490 A 2/1996 Johnson 5,504,675 A 4/1996 Cragun et al. 5,515,524 A 5/1996 Lynch et al. 5,523,942 A 6/1996 Tyler et al. 5,545,524 A 8/1996 Trentet al. 5,570,291 A 10/1996 Dudle et al. 5,627,973 A 5/1997 Armstrong et al. 5,657,233 A 8/1997 Cherrington et al. 5,664,182 A 9/1997 Nierenberg et al. 5,708,798 A 1/1998 Lynch et al. 5,727,164 A 3/1998 Kaye et al. 5,825,651 A 10/1998 Guptaet al. 5,844,554 A 12/1998 Geller et al. 5,852,812 A 12/1998 Reeder 5,873,069 A 2/1999 Reuhl 5,878,401 A 3/1999 Joseph 5,898,777 A 4/1999 Tycksen, Jr. et al. 5,974,405 A 10/1999 McGuinness et al. 5,999,908 A 12/1999 Abelow 6,064,982 A 5/2000 Puri 6,067,525 A 5/2000 Johnson et al. 6,101,483 A 8/2000 Petrovich et al. 6,122,630 A 9/2000 Strickler et al. 6,141,598 A * 10/2000 Nam ............................. .. 700/95

6,484,149 B1 11/2002 Jammes et al. 6,963,854 B1 11/2005 Boydetal.

FOREIGN PATENT DOCUMENTS

GB 2105075 3/1983 GB 2177245 1/1987 W0 W0 8 503 152 7/1985

OTHER PUBLICATIONS

Burnbrier, “Making More Time for Sales”, American Agent & Bro ker, Apr. 1991, 63, 4, pp. 24. Colleen Frye, “Automation Integrating Phases of Sales Cycle”, Soft ware Magazine, v 13, n 14, pp. 61-72, Sep. 1993. “CornerStone” Article, Feb. 1997 Issue of Training Magazine, vol. 34, No. 2. Dan Dietz, “Customer-Driven Engineering”, Mechanical Engineer ing, May 1996, vol. 118, No. 5, p. 68. Detroit Diesel Corporation, Bus Upgraded System Operator’s Manual, Clear With Computers, 1990. “EduSys 2000” Advertisement, Feb. 1997 Issue of Training Maga zine, vol. 34, No. 2. Emily Leinfussimlnfowindow Display’ Shown by IBM at NCC”, Management Info. Sys. Week. Jun. 23, 1986, p. 25.

“EPIC Quick Reference Flip Chart”, Buick Motor Division, General Motors Corporation (1986). GM Truck Compass, Read Me First, Operator’s Manual, Clear With Computers, 1991. “Ingenium 3.0 and Ingenium Messenger” Advertisement, Feb. 1997 Issue of Training Magazine, vol. 34, No. 2. ISIS Isuzu Sales Information System, Australia, ISIS Operator’s Manual, Clear With Computers, 1992. JeffreyYoung, “Can Computers Really Boost Sales?”, Forbes ASAP, Aug. 28, 1995, pp. 85-98. John Hiatt, “Empowering the Global Sales Force,” International Business, vol. 7, No. 9, pp. 16-20, Sep. 1994. Larry Riggsi“Direct Marketing Goes Electronic”, S&MM, Jan. 14, 1985, pp. 59-60. Lois Schneideri“On Your Screen!”, EPB, vol. 2, No. 5, Sep. 1984, pp. 14-16. Mary Beth Vander Schaaf, Dealing With Dealers, Automotive News, Nov. 21, 1988, p. 67. “Ontrack for Training” Advertisement, Feb. 1997 Issue of Training Magazine, vol. 34, No. 2. Paul Hurly, Boosting Sales . . . Electronically, Industry Week, Mar. 31, 1986, pp. 33-35. “Procedureware (R)” Advertisement, Feb. 1997 Issue of Training Magazine, vol. 34, No. 2. Product Catalog, Calico Technology, Inc., 1995 (12 pages). “Registrar” Advertisement, Feb. 1997 Issue of Training Magazine, vol. 34, No. 2. Ronnie Telzer; “The ‘Silent Salesman’”, Marketing Communica tions, vol. 14, No. 5, May 1989, pp. 20-24. Rozen, “Electronic Stores Sell: Shoes to Cars”, Dun’s Business Month, vol. 125, p. 101, Jan. 1985. SalesBUILDER Product Catalog, Triology Development Group, 1995(11pages). Saratoga Systems, Inc. Product Catalog, “An Account Management and Sales Information System,” Saratoga Systems, Inc., 1994 (10 pages). Shari Caudron, “Sales-Force Automation Comes of Age. (include related article on how Hewlett-Packard Co. Computer Systems implemented technology enabled selling applications)”, Industry Week, May 1996, vol. 245, No. 10, pp. 146. Siebel Sales Information Systems Product Catalog, Siebel Systems, Inc., 1995 (8 pages). Taylor, “The Automated Wake-up Call”, Sales and Marketing Man agement, Aug. 1993, 145, 9. Tom Negrino, “Market Master Manager 3.5”, Macworld, vol. 10, No. 10, p. 57, Oct. 1993. Tom Negrino, “Sales-Automation Software”, Macworld, vol. 10, No. 10, pp. 144-148, Oct. 1993. Tony Seideman, “Way Cool! (Sales Force Automation)”, Sales & Marketing Management, vol. 146, No. 6, pp. 10-13, Jun. 1994. “Touchcom.TM. Interactive Videodisc Catalog Markets Furniture at Dayton’s”, Videodisc and Optical Disk, vol. 5, No. 5, Sep.-Oct. 1985, pp. 343-345. “Training Server” Advertisement, Feb. 1997 Issue of Training Maga zine, vol. 34, No. 2. “Training Wizard” Advertisement, Feb. 1997 Issue of Training Magazine, vol. 34, No. 2. Truck Force Tools Sales and Training System Operator’s Manual, Ford Trucks, Clear With Computers, 1992. “VIDEODISC Product Search System Launched for Architects and Interior Designers”, Videodisc and Optical Disk, Jul-Aug. 1985, vol. 5, No. 4, pp. 244-247. Volpe, Welty & Company Equity ResearchiCONCETRA, dated Mar. 28, 1995, Concentra’s SalesGenerator.TM., (18 pages), Volpe, Welty & Company, 1995 (18 pages). W. Close, Garner Group, Inc., Conference Presentation, Florida Symposium, pp. 1-18 (1997). WhiteGMC Volvo, TruckMatch Read Me First, TruckMatch, Clear With Computers, 1990.

* cited by examiner

US. Patent May 10, 2011 Sheet 1 0130 US 7,941,341 B2

Fl . 1 g 122 103~,

[__.'.'____ _____ ______ ______ _____ ____ __

l 1 120 1221 1 124 v: 1 |

: LEAD /: TlMTEHvg'TH 011111211 Z CUSTOMER : I GENERATION 1 CUSTOMER MGMT RETENTION : | 1 I I |

1 1 l _/ 1 L _ _' __ - 1 10s . 102 1‘ _"“‘__ "T ____ “m "T ______ _‘ __—1£J,\

l__—_f_ ____ ___j~"T ____ __j__i'__~_ '_—_'T “"7 {1,428 i ‘"4 1 ‘05 1 12s 1 110 I

11 v 1 1 l 1 ' 1 ! SELF MANAGEMENT 1

1 1 l 1 1 1 1 I ' l I l ‘ I ,1 m5 1 1 1 f l

I

1/ 1 1 SALES MANAGEMENT : 1 1 1 1

1 1 1 1 114 1 1 1 1 1 | 1 1/ 1 f TRAINING 1 1

1 1 1 1 l_ ________________________________ _ _ __J

115 11a 1- ————————— ~—/[ ——————————————— “?n-1 l I 132 ' I 1 f 1 : DATA COMMUNICATIONS 1 1 1 1 1 L __ 7 _____________________________ _ _ _J

112A

Ik ‘K212

US 7,941,341 B2

{

‘I, API

21‘!!! I I

API

LILWMUMI“

COMMUNICATIONS

I0

API “210A 2

COMMUNICATIONS

I

218

28

,In I I

KWZDSA

F201».

2030

2013

2030 J

2

SALES MGMT

DEALER SYSTEMS

I08 2.. n... .J ___ ....

API

‘._.___._W_....M

TL2113A

r215

fzisA

,..I..J

/ i } [Z33

__ 23x 1209A ~ API ‘I

CUSTOMER RETENTIBN

>308

Sheet 2 0f 30

AP!

I I

25> \

F lg. 2 I36

AI’I

API

SYSTEM ADMIN.

SYSTEM ADMIN.

EVENT MANAGER #1

EVENT MANAGER

9'

API

ORDER MGMT

I 229

API

ENTERPRISE SYSTEMS

2I6 “~216A

f1 16A

May 10, 2011

I04

TIME WITH

CUSTOMER

API

ZQYAN ‘I

I

SYSTEM TOOLS

J 206A/ 204A 204 I $36k AP!

nm'A

TRAINING

DATA

AP!

I02

202

114%‘

US. Patent

r" I I I I I I I I I I I I I I I I I I I l

I I I I L

200"

US. Patent May 10, 2011 Sheet 3 0f30 US 7,941,341 B2

[201A EVENT

MANAGER

r304

AP KIOSK

WEB SITE

TELEMARKET

OTHER


r‘ ——————————————————— ___I

I I ,we I _ A l,’

502% ORDER P I I SUBMIT l I I I I I I l

504 ' A ' '\I~—-' unnen P 4 V I

: STATUS I I 206 [201A I I I

I I8 Q EVENT 506 l _ A I ‘ MANAGER

, CHANGE P l | ORDER I | I I I I ' I I A I _ ORDER 4 l

508% AWK. ': II I I I ' I I 0 I I . I I I

I _ A I 510 OTHER P I

I l I I I


Fig.6

[201 A EVENT

MANAGER API API. .API AP...

N

mm m HT

T.- c ... Du

mm a WA wh Tlrr ..L TT

SS 8 SN m

U." W Um


___________ __ ,414

r‘ “1,1

: A 1 [814 802%» SYSTEM P l I

i l : CERTIFICATION

} A : A?‘ 201A a04-—4|__- PRODUCT P ‘ F i 214 | I I § ' ‘I: EVENT g

i l ' MANAGER I A l ' l i

8DB_l/' SKILLS P 1 ‘ | N A : : AP! AP!

I I TRAINING TRAINING

: { ADMIN. 1 MAINAGEMENT : A I am7 812)

808%‘ 0mm P l l ' l

J


1(9B2 SALES TRAINING ,1

I I

T I i

»r | | I

MANAGER

API

MANAGER

201B EVENT /

MANAGER


Fig.11 EVENT [-20%

MANAGER ’

11111 ,118A

F» wwwwwwwwwwww m1 mmmmmmm 1

‘1111111 * ? fmw { g ‘L AP: 1191 1

1 i BOMM. 111151111 3 1 MANAGER MANAGER 1 1 1

i 1 1 i

1 _ 1 1 cnmmuuw. * 1 A ~~—--~110a11 i L. wwwwwwwwwwww WW1“ ____________ “J

V1204 [r1188 1"“ ““““““““““““ "Mr “““““ “'W‘ ““““ ""1

1 1102B , 1 1/’ 1 I ; COMMEQUiP. : 1

1 1

i 1 1 i V {111315 “ l/naza a 1 00111111. QUERY 1 ; MANAGER MANAGER 1

5 AP! A?! § 1 .1 l 1 1 L WWWWWWWWWWWWW mnwmmmwwmwwmwmmi

11111

21115 1211121111" 2/

11111211111512


Fig.12 A

. CONF. DATA P SERVICES /‘ 2'4 1202/ |

12041. SPEC & Q _ 4 INVENTORY I121 s COMPARE DATA I

120% GRAPHICS & ‘I: FINANCE ,1218 ' FEATURES l ' ‘ PARAMETERS '

1208—\,. CUSTOMER & I’: muons TERMS _,1220 LEADS I & CONDITIONS

12101“ SALES 1; _ 4 TRAINING 1,1 222 PROCESSES I MANAGER

1212 \‘ PROGRAMS & I‘:

INCENTIVES I

API 201A /

EVENT MANAGER


||||_ REPORT 81 TEMPLATES

SCREENS 81 INTERFACE

API

EVENT MANAGER


'14 lg.

APl

EVENT

MANAQER

_ _

_ 2

_ m 4

_ W 1. N 0 E5 8

_ 0.\\ Am M. mmM m AB | \ | GE

_ HTE PT_& P PATL AAE AAA A RSS

E

_ DA UN TSY

N A MES

_ m M EM

_ _ _ _ _

_ 4 4

_ c

_ M Y R ms _ U G W E GM

T N M Er!

| T D .L

_ c T

m N T A B5

_ F R w S ELY

_ m P N w ms A 0

_ M

_

5 7 9

_ w m m n

_ 1 1| 1| 4

1


Fig.15A

\l o

It I r a n n QL I h Ill nl n I OODLIII 01 c I all n 1

an! n cl 0 ch n 6 vi a I IFDIIunQIY

:__:E|:____::::________:CE\E

Sheet 18 0f 30 US 7,941,341 B2

ig.15C

EEEUDHU um EEEE 11

llllm .DPuIlunIlY

May 10, 2011 US. Patent

IOIBUID‘IAH" I‘DPBIII llocyzlt

(12) unlted states patent (10) patent no.: us 7,941,341 ….… · _ sfa systems, llc, marshall, tx...

Documents