SFA

Sales Officer Training on

Heera Software Pvt. Ltd Presents

Sales Force Automation

Date: Monday, April 12, 2010

Prepared & developed by Heera Software Private Limited for Cadbury India Limited

Objective

• To empower PC to increase distributionefficiencies wrt sales, coverage andproductivity

• To ensures proper placements of SKU’sbasis RE and MSSbasis RE and MSS

• To helps PC to monitor his daily targets &enable him to maximize his incentiveearnings.

• It helps in reducing unproductive time byautomating bill generation at RD point.


Process flow

OUTLET

Outlet, SKU

PC takes Order

MERANET

RD.net

Orders

Outlet, SKU

Master &

Scheme

Sales data

Orders get

converted

to bills

basis stock

on RD.net

Information available on handheld

• PC’s month and day targets

• List of All SKU

• List of outlets

• Scheme Applicable to the outlet• Scheme Applicable to the outlet

• Outlet historical data

• Outlet’s pending bills for payments


Norm SettingNorm Setting

Only Sales officers are allowed to set the norms


Purpose

• Set the order quantity for for placementoutlets like Purple King, Purple Prince,BKB (Bournvita Ke Badshah) & BCC(Bournvita Chemist Club)

• Initially norm quantity is calculated asaverage sale of last 3 months

• SO can change these norms.

• Norm set by the SO will be taken as basisfor calculating the order for these outlets.

Click here to

change the norm

quantity

Exporting data to handheld


Order booking on HandheldOrder booking on Handheld


Start Application

Click here to Click here to start


Enter password

Screen 1 – Login screen on SFA

Click this button to open Soft Keyboard


MTD target and achievement status as first

screen

Screen 2 – MTD Performance Tracker


PC can view his day

achievement. This will keep updating after

each order on the field

Screen 3 – Target for Today

field


PC can click the outlet and more info of the outlet is displayed.

Details include RE, Placement program , Average per visit sales, target,

Outlet List for the

Screen 4 – RLA for Today’s beat

sales, target, MTD achievement and current order.

Also links for order, collection and details are displayed

for the planned Beat is displayed.


No Order Order booked Selected Outlet Not started

Screen 5 – Scheme display

Schemes applicable to applicable to the outlet, basis RE

If outlet is not giving the order, PC to select the relevant option and the reason

Screen 6 – Scheme display

and the reason for the same


Order Form displays MSS and Focus Skus on top in the Sku

List also displays Avg sale in units and current order if recorded.

In case of

Screen 7 – SKUs screen for Order Booking

top in the Sku list shown.

In case of Placement outlets, Norm will be displayed line wise.

MSS SKU Booked SKU Purchased Once in Month Non MSS SKU

Screen 8 – SKUs Filtration

Click here to filter the SKU list Brand, Category, MSS wise

Screen 9 – SKUs screen for Order Booking

Select the Brand.SKU will displayed displayed automatically

Order value, lines booked and last purchase date by outlet is displayed at the bottom of the screen

Numeric pad to enter quantity

Screen 10 – Order Recording Form

Enter the order quantity


History of outlet –SKU can be displayed by clicking History button.

Screen 13 – Order Entry

This form allows PC to record UOM, RODs and Returns for selected SKU


Screen 11 – Return Recording Form


Click on option to enter Returns, Schemes or view to history

Screen 12 – Return Recording Form


Outlet Bill wise history can be displayed by clicking

Screen 14 – Outlet history

clicking History option on order form


On Click of Finish button, Final confirmation form is displayed.

This screen will show MSS achievement MTD

Screen 15 – Order Confirmation

achievement MTD and wrt current order too.

On click of Ok button, day target is refreshed and displayed


Screen 16 – Record Collection

Select Yes if there is any collection for outstanding


outstanding bills

Screen 17 – Record Collection

Enter amount collected, select cash or cheque, if cheque then select date of cheque


New Outlet Creation | Ad display

New Outlet can be

created by PC

Advertisements can

be shown


Reports on HandheldReports on Handheld


Report – Order list


Report – RDSM Day Target


Report – RDSM MTD Performance


Report – SKU wise Order qty


Generating bills at RD pointGenerating bills at RD point




List of Orders is first displayed.Clicking each order will show SKU wise details in bottom table.

Outlet will be displayed in Red colour if any of the SKU can not be billed due to less stock.RD can change the order quantity. Original quantity is preserved.

This screen shows SKU wise summary of Orders booked and SKUs below stock are marked Red.

Bottom Table displays Outlet wise details of the SKU.RD can change Order quantity here too.


ReportsReports


List of Reports

• Order Time analysis

• Order status

• Fill Rate report

• Scheme Applied• Scheme Applied

• Bill Count Status


Order Time Analysis

Order Status

SFA Fill Rate Report

Scheme Applied

Bill Count Status

Thank youThank you


SFA

Documents

heera software private

cadbury india limited

cadbury india limited

screen screen

order order

cadbury india limited

skus screen

order form