THE PRODUCT

Security
	Group	To create new user group/s. Should the company have a large sales force, it can be broken down into smaller groups to facilitate the management of the sales activities. Groups can be broken up and named as, for example: 1. If you are in an OA industry, the groups can be categorized under product names, such : PRINTER, DESKTOP COMPUTERS, PHOTOCOPY EQUIPMENTS, SCANNERS, etc. 2. Sales territory – one group can be classified under “Northern Region” and another “Southern Region”, etc. 3. For motivational purpose – one group can be named “The Achievers” and another, “The Go-Getters”.
	User	To create new user. As soon as a new staff joins the sales team, a portfolio in the system is created for him which will include all his personal data. This is to ensure that in the event of an emergency and he is needed to be reached immediately, the sales leader can call up this command to obtain the relevant information to contact the sales person without so much as to bother the Personnel Department for his file.
	User Rights	To create user’s access rights. In order that the sales person be able to make certain decisions independently, the sales leader will allow the sales person to have access to certain icons to retrieve such information. As such the sales leader will not be encumbered by having to make decisions trivial matters on behalf of the sales person.
Administration
	Company	To add company details. The full details of the sales person’s employer is list ed here.
	Standard Data	To add standard data. For the sales leader to set product codes.
	Product Setup	To add products. This feature will require the sales leader to key in product information such as pricing (including any price revision), model number, etc. Sales person will have access to this information without any reference to the sales leader.
	Set Global Sales Ratio	To set global Sales Ratio. This is the heart of the Sales Trekker system. In this feature, the Sales leader is required to key in: The number of calls the sales person need to cover per day/week. Out of the number of calls to be made, how many of these calls are to be new calls and the rest, follow-up calls. Note: Assuming that the team has agreed to visit 4 clients a day, depending on the sales performance prevailing at that moment, the sales leader may decide, say: 1. If sales are poor, the ratio could read 3:1, meaning, the sales staff must ensure he obtains 3 new accounts and conduct 1 follow-up call in a day. 2. However, if sales are good and the company needs to consolidate their business, the ratio could read 1:3, meaning, the sales person need to cover 1 new account and visit 3 existing customers a day. In this respect, the sales leader is instructing the sales team to operate on a key account management mode. In this feature, the sales leader can also determine how many visits will he allow a sales person to visit one prospect before he finally closes the sales. This is to ensure that productive selling time is applied as selling time has become costly of late. In addition, the sales leader is also in control of the number of deviated calls a staff can make. If there is no control over this activity, the sales staff can end up being an order-taker rather than a sales person he should be. The Global Sales Ratio can be set on a per day or per week basis.
Management
	Sales Person Quota	To set sales person quota.
Appointment
	Prospect Information	To add new prospect
	Call Objectives	To view Call Objectives. The sales person can plan his calls using date and time. The moment this information is keyed in, they will automatically appear in the weekly planner and the daily sales report. In this feature, sales staff are also required to key in secondary product /s that needs to be pushed in the market place. This is a cross-selling process and it will help the company to clear their overstocked inventory and generate better cash flow. A mini CRM feature is also included to remind sales persons to send greetings to customers on their birthdays, anniversaries, etc.
	Weekly Planner	To view weekly planner. The information is automatically logged in the moment the information is keyed in using the “Call Objectives” features. In can be viewed on a Weekly basis, Monthly basis or Daily basis.
	Update Daily Appointments	To update daily appointments.
	Visited Daily Appointments	To update visited daily appointments. The sales leader is able to view the sales activities of the staff through this reporting system. This report is interactive in nature with the sales person in which the sales leader is able to make his comments and which can be viewed from the sales person system for further actions.
	Appointment’s Database	To view stored appointments. It maintains a record of ALL sales reports and comments made to date for historical viewing by the sales leader.
	Call Statistic	To view Call Statistics. An important feature which can be used during a year end appraisal exercise with the sales staff. Both the sales leader and the sales staff can see for them selves the average number of calls and the type of calls made during the year (or half year). From here, the sales leader is able to know whether the sales people are following the sales call plan as directed.
	RM Statistics	To view Sales Statistics. This function is similar to “Call Statistics” except this is reflected in terms of RM value. It is a case of “Actual vs Target”.
Change Password
	Change Password	To change user’s password
Reports
	Prospect List	To view prospect list report.
	Print Daily Sales Report	To view daily sales report.
	Prospects Info Report	To view prospect’s info report
	Weekly Planner Report	To view weekly planner report
	Product Analysis	To view product’s analysis report
	Call Type Analysis	To view call type analysis report
	Time Analysis	To view time analysis report. This feature gives an estimate value of the time the sales person spent with each client. Is each sales call productive?

This screen allows users to log on to the Sales Trekker®. Only users with access given by the administrator can log into the Sales Trekker.

This screen requires the sales person to key in the number of New Account agreed with the sales manager. New Account is the first time call made to the new prospect. Follow Up is subsequent calls made to the prospect. Numbers of Deviated Calls Per Week are the total for New Account and Follow Up, Which are auto-calculated by the systems. Note: If the sales person cannot remember his call ratio, then it would not have been possible for him to do sales planning. If he forgets, he is required to approach the sales leader for advice. The sales person is given 3 tries before his is automatically logged out.

This is the first thing the sales person will see once he gets into the system. The main screen is divided into three parts. The top grid will show all TODAY’s appointments. The listing of the day’s sales calls have been keyed in days, weeks or months ago. The middle part will show Today’s date and Day. The bottom grid will show New Messages from the sales leader. These messages are responses from the sales leader after having read the sales person’s call reports the previous day.

This is the nerve center of the Sales Trekker® when all sales ratios are set. The sales achievement is measure against this number.

	If you double click on the Today’s Appointment item, the Call Objective Screen will be shown with details of the Sales Call as shown: Call Objective.
	There are 4 planner views on weekly planner in the user can view by: (1) Daily (2) Weekly (3) Monthly (4) Work Week This is to give the sales person an overview of his call activities.
	Prospect Information allows you to either add new prospect information or open existing prospect information.

The Objective of Daily Sales Report (DSR) is to document the outcome of the sales call. It tracks the outcome, objections from customers, strategies used to overcome the objection/s, reason/s for not buying, and any remarks given by the prospects. All sales appointments will automatically create a DSR, which is to be documented by the sales person. It’s after this stage that the statistics are updated.

View Statistics

There are 2 types of statistics. The Call Ration and RM Statistic. The manager and the sales people can vet the performance on sales activities and sales target.

Sample of Reports

	Prospect List This report will list all the prospects belonging to a specific sales person listing the company, the contact persona and the contact details.
	Daily Sales Analysis This report will print individual DAILY SALES REPORT (DSR) listing the Prospects Details and the details of the sales call such as the objections raised by the prospects, the strategy used, etc from the visits.