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Originally Published MX March/April 2006

ADVERTISING, DISTRIBUTION, & SALES

Automating Sales Processes

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Relating to Medtech Customers

Most customer relationship management (CRM) software packages have significant applications for a medtech company's sales functions. CRM software can support the automation of these processes by doing the following.

  • Maintaining customer contact information.
  • Tracking accounts, including status of deals.
  • Tracking customer interactions with various employees within the company.
  • Tracking the sales pipeline from lead to prospect to order.
  • Supporting forecasting.
  • Supporting standardized selling methodologies, such as SPIN Selling and Strategic Selling.
  • Tracking sales force activity.

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