1. Role Of Computers In Business Sales & Marketing- SCM & CRM Presented By: Shobitash Jamwal MBA-HR

2. Introduction Computer Technology has great applications in almost all kinds of businesses. Almost all kinds of businesses are relying on computers for automating their traditional as well as modern operational processes. 3. Applications in different areas of Business Human Resource Management Sales Management Marketing Management Inventory or stocks Management Financial Management 4. Marketing Marketing is an organizational function and a set of processes for creating, communicating and delivering value to customer relationships in ways that benefit the organization and its stakeholders. 5. Steps Involved In Marketing Conducting market research and survey to know the needs of customers. Selecting specific market zones and serving the customers by setting targets. Determining various ways to cater to customer's needs Analyzing the competitive advantages in order to develop a marketing strategy. 6. Role of Computers In Marketing Web based Promotion has become most efficient way of advertising and marketing due to potential to reach millions of customers all around the world. Market Research is the collection of data concerning the current sate of market,consumer preferences and competitors. Administering online surveys was one of the major tool under it. 7. Role of Computers in Marketing Distribution allows companies to distribute their products and services to remote users via the INTERNET, without need of physical office or retail storefront. Advertisement through other media can also be done through computers as they can be often used to design the layouts of the pages. Graphic Designers and media specialist use computers to edit their commercials. 8. What is CRM? CRM stands for customer relationship management. It is a strategy used to learn more about customer's needs and behaviors in order to develop stronger relationships with them. Good Customer Relationships are heart of business success. 9. Role of CRM Customer Relationship Management(CRM) computer systems assists dealers with managing information about their customer's sales and service preferences and needs in order to increase the customer's overall satisfaction. It also increases customer retention and reduce marketing expense. 10. Role of Computers In CRM Role Of computer via E-Commerce in CRM Providing complete product information. Providing an easy ordering and billing process. Providing service after sales. Integrating information into one's website. Personalizing the web interface. 11. Role of Computers In CRM Continued It plays pivotal role to play in enabling companies to maximize profitability through more precise targeting of market segment and micro segment within. It assists in managing data required to understand and customer so that appropriate CRM strategies can be adopted. It helps in determining economies of customer acquisition,retention and life time value. Plays a great role role in customer loyalty program. 12. Advantages of Computer In CRM Using CRM & Internet , not only support on line customer but also improve relationship with traditional customer. It facilitates global reach of services through Internet Enables both customer & employees to be more effective in getting & providing services. 13. Disadvantages Of Computers In CRM Loss of Human Contacts & Personal Interaction. There are tremendous investment cost in computer for fine, often with uncertain payback. Computers may does not understand the marketing objective & analysis on wrong data result in waste of time & money. It threatens privacy of customers in many ways. 14. Best Grossing CRM available in Business Terrasoft Sales Force OnContact Prophet AIMcrm Relenta webAsyst 15. Screen shot Of a CRM 16. Digital & Internet Marketing Digital& Internet Marketing is the practice of promoting products and services using digital distribution channels to reach consumers in a timely, relevant personal and cost-effective manner. It does not simply mean 'building a website' or 'promoting a website' . Somewhere behind that website is areal organization with real goals. 17. Sales A sale is the act of selling a product or service in return for money or other compensation. Signaling completion of the prospective stage , it is the beginning of an engagement between customer and vendor or the extension of that agreement. Two major role players of sales are Seller and Buyer. 18. Steps Involved in Sales Major steps involved in sales process are as follows: Product Knowledge The Prospecting Approach Presentation of Product Closing the sales Follow Up Assessment of every step. 19. Roles of Computers in Sales In the sales world, every sales person and manager is looking for sales management tools that could make their lives easier. Enterprise Resource Planning(ERP) is a cross functional enterprise system driven by an integrated suite of software modules that supports the basic internal business processes and links it with purchasing and sales of company. 20. Role of Computers In Sales Management Information Systems (MIS) enable companies to track sales data on daily basis. Sales forecasts are a crucial part of the supply chain. Supply Chain Management (SCM) was a major tool which was involved as inseparable part of sales of company with addition of computers in sales management. It is an important part of Enterprise Performance Management (EPM). 21. Relation Between Sales & Marketing 22. What is SCM? SCM (Supply Chain Management ) is the management of the flow of goods. It includes the movement and storage of raw materials, work in process inventory, and finished goods from point of origin to point of consumption 23. Role of Supply Chain Management A well managed supply chain links the suppliers, manufactures, distributors and customers by a suitable information system for controlling across border in order to achieve optimum productivity, overall satisfaction and joyful relation at cheaper cost. 24. Supply Chain Management 25. COMPUTER/IT SOLUTION FOR SUPPLY CHAIN INTEGRATION For high level of supply chain integration, it is essential to develop adequate information systems and use information technology that manages product flow, information flow, and cash flow from end to end on real- time basis. 26. Computer/IT Infrastructure for Supply Chain Integration 27. Electronic Data Interchange (EDI) EDI is an inter-organization computer-to-computer exchange of standard business documents in a structured and machine-processable format without human intervention to improve the speed and accuracy of the information flow. 28. Comparison of Paper and EDI Flows 29. Components of EDI EDI Standard EDI Software Communication Medium 30. Benefits of EDI The major benefits of EDI in supply chain integration are: Improves customer responsiveness Reduces transaction costs and times Increases accuracy and productivity Strengthens supply chain relationships Increases ability to compete globally Improves quality of decision to exploit business opportunities. 31. Limitations of EDI There are two major limitations of EDI that restricts its scope of use, which are: It needs highly sophisticated and private IT infrastructure resulting into huge costs; and As EDI is an inter-organization, computer-to-computer exchange of standard business documents in a structured and machine- processable format, hence, day-to-day flexible data cannot be shared between supply chain partners. Supply chain integration needs more flexible information sharing on continuous basis apart from standard business documents. 32. Bar Code System (BCS) The bar code system is an identification technology wherein there is placement of computer-readable codes on items, cartons and containers in the form of grouping of parallel bars (usually blocks) of different widths separated by light spaces (usually white), again, of different widths. It facilitates speedier flow of logistical information such as quick tracking receipts, movement details, product identification, etc., with a lesser probability of error . 33. Characteristics of a Typical Bar Code 34. Benefits of Bar Code System Speeds up data entry process Enhances data accuracy Reduces material handling labor Minimizes on-hand inventory Monitors labor efficiency Improves customer service 35. Enterprise Resource Planning (ERP) ERP is a computerized integrated set of application software modules for different business processes such as production, distribution, financial, human resources, procurement, supply china management, etc., used by firms providing operational, managerial and strategic information for making decisions strategically to improve the productivity, quality and competitive advantage. 36. ERP System Components 37. Critical ERP implementation issues Never-ending implementation Importance of process mapping Process redesign Use of consultants Excessive cost Resistance to change Errors during implementation Rapid technological change 38. Benefits of ERP Improving productivity and enhancing a competitive edge Bringing about a tradeoff between demand and supply Bringing together people who work on shared tasks Ensuring a smoother flow of inventory and information at all levels Reducing the replenishment cycle time Overall organizational look-ahead capability and control. 39. Components Of EDI Intranet Intranet is an internal web of a firm, which allows only internal users (firm s own employees) to access and share data through electronic messaging. Extranet Extranets operate outside of the firm, connecting vendors, channel partners, third-party logistics service providers and/or end users to access and share internal corporate information in restricted manner . Internet The internet refers to the firm s web site which can be accessed from anywhere in the world by anybody. 40. Intranet, Extranet and Internet Applications in Supply Chain Integration 41. EMERGING TECHNOLOGIES IN SUPPLY CHAIN INTEGRATION Voice Systems It allows people to exchange data with other s through a computer without the need for key pad entry. It is generally through voice/speech technology. Memory in a Button They contain multiple microprocessors Several pages of information can be stored in it. Radio Frequency Technology (RFID) It is a data collection techniques that passes product information via radio waves to a receiving unit. 42. WEB-BASED SUPPLY CHAIN A Web-based supply chain is dynamic, high performance network of customer and vendor partnerships and information flow creating new and unique value proposition mainly due to addition of digital value. Value Prepositions through Web based supply chain: Super Service Convenient Solution Customization 43. Web-Based Supply Chain Integration Carriers & 3PL Vendors Web-Based Supply chain Distribution Channels Distribution Warehouse Consumer Advanced Planning and Scheduling Agile Manufacturing Collaborative Planning Forecasting & Replenishment Order Management 44. Web Based Supply Chain & Order Management System Flexible Business Process Management Unified Data Model Robust Integration Framework Self-service Tools 45. Order Management Application 46. Collaborative Planning, Forecasting and Replenishment (CPFR) System Collaborative planning, forecasting, and replenishment is a multi-industry that uses the Internet to achieve cooperation across the members of a supply chain to better sense demand, plan, and execute the flow of goods. 47. CPFR process model Develop a front-end agreement Create a joint business plan Create a sales forecast Identify exceptions for the sales forecast Resolve/collaborate on exception items Create all order forecast Identify exceptions for the order forecast Resolve/collaborate on exception items Generate the order 48. Agile Manufacturing System Agile manufacturing system is an IT enabled process of web-based supply chain integration facilitating firms to support the demand and mass customization requirements. Its applications support complex flow manufacturing, the just-in-time-based, pulls production method that enables manufacturing in lot sizes of one. 49. Agile Manufacturing System Agile manufacturing system is an IT enabled process of web-based supply chain integration facilitating firms to support the demand and mass customization requirements. Its applications support complex flow manufacturing, the just-in-time-based, pulls production method that enables manufacturing in lot sizes of one. 50. Advanced Planning and Scheduling (APS) System Advanced planning and scheduling system is high analytical applications software that uses mathematical models and related techniques to find out optimal solutions to complex production and supply problems. Advantages of APS system: More flexible system handling more varied supply chain requirements. Mathematical models based supply and support optimization. Optimization is based in strategic issues of supply chain such as, costs, customer value and services, and profitability 51. Benefits of Computer-based Supply Chain Delivers cost saving through supply chain integration Reduce inventory across supply chain network Reduce procurement costs and improve vendor management Improve customer value and services Increasing revenues and profitability 52. Challenges to Computer-based Supply Chain Security issues Changes to business process Coping with weaker supply chain links Sharing of costs and benefits 53. CRM vs. SCM SCM is considered longer than CRM SCM focuses that all departments in the business get the raw materials they need to complete their work while CRM deals with customers to make sure they get the support and services they need. SCM works with vendors ,while CRM works with customers only. 54. Conclusion This demonstrates the significant role of Computers in today's business world in sales and in marketing management in improved productivity and major cost saving. Better SCM and CRM . Helped to solve major problems related to customer services,customer satisfaction and better supply chain of products. 55. Thank You Any Queries ?