Sales Support: Computer-Aided Selling (CAS)

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Sales Support: Computer-Aided Selling (CAS)

Purpose

The Sales Support component provides a wide range of functions for opportunity management. It helps your sales and marketing department to support your existing customers and, at the same time, to develop new business.

Within the Sales Support environment, all sales personnel in the field and in the office can share valuable information about customers, sales prospects, competitors and their products, and contact people.

The Sales Support component is:

• a source of information for all areas of Sales and Distribution
• a tool for lead generation, lead qualification, and lead tracking

Figure 1

Features

In the Sales Support environment, you can create direct mailings to develop new business as well as to consolidate the existing customer base.



Using sales information you already have stored in the system, you can create address lists of customers and sales prospects you wish to target with a direct mailing campaign.

Background information on customers, sales prospects, and competitors, as well as on products and sales materials, is stored as master data.

More specific information, such as previous contact with a customer, is stored in documents known as sales activities.

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