Automated sales use electronic media to process orders and schedule delivery. Customers can pay at the time of order or charge to an established supplier account. Online retail stores use automated sales software to process orders and provide tracking information. Recurring sales can also be scheduled using automated systems and customer relationship management software helps salespeople manage customer profiles and tasks.
Automated sales are sales generated using electronic media to place, process and schedule delivery of ordered goods and services. The process relies heavily on sales software that allows customers to place one-time or recurring orders. Systems of this type may require the customer to pay for the order at the time it is placed or provide the option to charge the cost of the order to an established supplier account. The idea behind automated sales is to make the ordering process safe, secure and simple for the customer.
One of the best examples of this type of sales automation can be found online. Several companies operate online retail stores that allow customers to select items they want to purchase, place them in a virtual shopping cart, and proceed to a virtual checkout lane. Once the items are totaled, the customer provides delivery information, selects the payment method, and confirms the purchase. Automated sales software processes the order, verifies payment, and provides the customer with an order confirmation number. A tracking confirmation is sent to the email address specified by the customer along with the shipping confirmation once the order leaves the fulfillment center where the order is filled.
The automated sales process also includes what is known as recurring sales. In this scenario, a customer places what is known as a standing order that automatically repeats at specifically identified time intervals. For example, the customer might place an order for 1,000 light bulbs, specifying that the same order be repeated every two months. Using an automated system to enter order information, the supplier can schedule the initial and recurring order into a sales database, thus ensuring the customer will receive the order every two months until further notice.
Automated sales efforts are also supported by what is known as customer relationship management, or CRM, software. With this type of software, a salesperson creates a profile of each customer, including contact information for key people in the organization. Details about each contact, be it a site visit, phone call or email exchange, are recorded in the profile. Most sales and marketing software of this type allow the salesperson to schedule specific tasks relevant to each customer, such as calling to remind a customer that it’s time to place an order or following up on receipt of a recently filled order. Automated reminders alert the salesperson to these tasks in advance, helping to ensure that the customer is attended to in a timely manner.
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