A study of developing sales force knowledge management system for software industry.

• Main Authors: TZU-HAO Yang, 楊子浩
• Other Authors: Tian-Yow Hwang
• Format: Others
• Language: zh-TW
• Published: 2010
• Online Access: http://ndltd.ncl.edu.tw/handle/k589q8

碩士 === 中原大學 === 資訊管理研究所 === 98 === Traditional customer relationship systems are mostly developed by finance companies. The systems are focus on sales automation and sales activities recording. But the systems can’t help to store sales knowledge and sharing with others. So the traditional CRM systems do not much help for sale aspect. The purpose of the study is trying to find a sale method for software company to build a system that can help to manage sales knowledge. The SPIN selling is good for the study to build the system which can store and share the sale knowledge. This system can help software company (1)to manage the sales status;(2)to make a reference for tranning;(3)to implement sales force knowledge management. In order to verify the system, we employ the case study method. The conclusion of this system are as follows ,(1)SPIN selling is suit for sales knowledge management;(2)a web-based system can help users planning and reviewing any where and any time;(3)a rating function can help user to find best practices;(4)the rated case can become a template for next planning;(5)provide a chart to analyze the sales planning status which can help user to improving their skills. Eventually, by the case study, the contribution of this study are as follows,(1)provide a sales knowledge management module combined with CRM system;(2)use SPIN selling to implement the sales force knowledge management system;(3)provide a selling method for salesman in software company.