Sales Process Case Study

What does a sales manager do with Workcube?

Mr. Ross, who works as a chain store sales manager in a company, comes to the company early in the morning like every day. Logs into the WorkCube platform by typing his password. The system, which recognizes Mr. Ross based on the password, displays the home page previously arranged for Mr. Ross.

On the page, Mr. Ross's visit program that day is briefly stated under the headings. Apart from his own schedule, Mr. Ross, who reviews the notes about the visits and customer information added to his schedule by the Sales manager the day before, over the system, takes his phone with him and starts his routine for that day.

There was a problem with the product delivery at the first chain store he went to. Mr. Ross immediately logs into the WorkCube platform from his phone, learns the relevant order form, the shipping order, the name of the warehouse where the products come from, the name of the employee, the delivery date, time, and the recipient's information, and looks at the digital signature. In this way, they easily explain to the customer that the problem is not caused by them.

The main purpose of Mr. Ross coming to this chain store is to promote their newly launched products and, if possible, to take orders. Mr. Ross first verbally talks about their new product. In the meantime, he enters the section with the product information with his phone and downloads the movie that was prepared for promotion to his computer. By connecting his phone to the projector he took with him, Mr. Ross shows the new product promotional film to the purchasing officers.

Purchasing managers like the product, but they have some questions about the product. Since Mr. Ross does not know enough about the new product to be able to answer these questions, he saves the questions exactly on his computer and sends them as a quick message to the relevant product manager. The product manager answers questions and sends them to the customer via email. The answers given convince the customer and the customer decides to buy this product.

Mr. Ross and the customer representative cannot agree on the price. The customer found the price Mr. Ross gave in his previous offer regarding the product expensive. Since Mr. Ross is not authorized to give any more discounts than this, he sends the customer's request to the sales manager via a message from his phone. The sales manager accepts this price and again sends a message to Mr. Ross that he can sell to the customer at this price.

Mr. Ross will contract with the customer for the new product. Then, he fills in the relevant parts of the contract layout available on his computer and takes the digital signature of the customer representative from the screen of the phone. After the contract is signed, the contract is automatically forwarded to the sales manager for approval, and the sales manager quickly approves the contract.

It's time to take orders. Since Mr. Ross has just started the production of the product, he first wants to check the stock amount. By entering the WorkCube platform, he learns whether the stock amount of the product is sufficient. When he sees that there is enough, he immediately starts filling out the order form on his computer. When you enter the customer code, the order form's address, phone number, etc. parts are written automatically. When Mr. Ross writes the product and order amount on the form, the total order price, VAT, and total invoice cost are calculated automatically by using the discount rates in the previously prepared contract. Mr. Ross immediately sends the order form to the address of his customer, sends the digital signature of the customer to the bottom of the order form on the screen of his phone, says goodbye to the customer, and leaves.

Meanwhile, the order form Mr. Ross received at the office was forwarded to the sales manager for automatic approval. The sales manager examines the form and approves it because there is no problem. The order form approved by the sales manager is automatically transferred to the hand terminal of the relevant person in the warehouse closest to the customer's address. Using the WorkCube agenda management module, the warehouse clerk looks at the distribution schedule of the shipping vehicles and initiates the necessary actions to deliver the goods to the customer as soon as possible.

During the delivery, the company officer who dispatches the goods asks the person receiving the goods to sign on the screen under the shipping document on the computer, indicating that he has received the goods. This form is automatically emailed to the customer and to Mr. Ross, the salesperson.

Before going to the customer to review the information about his next customer, Mr. Ross enters the platform and checks the customer's current account, the date of his last visit, the products and services that the customer has received so far, and which product was last sold.

In the new customer, the purchasing manager who takes care of them has changed. There have also been changes in phone numbers. Mr. Ross immediately enters the new purchasing manager's information and new phone numbers into the customer account information and deletes the old information.

Meanwhile, while promoting the new product, Mr. Ross also conducts a two-question survey to learn about customers' first impressions of their new product. It ensures that this information is saved in the database by marking the answers given by the customers to the questions on the hand terminal. The results of the surveys conducted by all field sales personnel throughout the day, both graphically and numerically, are frequently checked over the system by the product manager, marketing manager, and sales manager.