Computer aided selling

from Wikipedia, the free encyclopedia

Computer Aided Selling ( CAS ) describes the distribution of goods with the help of information technology . The aim is to improve the coordination and integration of sales staff. Here to mobile computers , which for data transmission are used, are used. The core functions of a CAS system are field service support and control, the provision of an information and processing system, as well as administration , coordinates and communication with this data.

Tasks and elements of a CAS system

Tasks of a computer aided selling system can be:

  • Support of tasks in the sale of goods
  • Help with the provision of information for sales representatives
  • Transmission of order information and its preparation
  • Control of the sales force
  • Scheduling
  • Management and analysis of employees, business partners and articles
  • Activity and result control
  • Implementation of decentralized training for field sales staff
  • Preparation of customer visits
  • Support of sales calls
  • Follow-up to customer visits

literature

  • Matthias Krause: Computer Aided Selling in the Consumer Goods Industry : Conception of Field Service Support , Springer-Verlag, 2013, ISBN 9783322852359
  • Arnim Jost: Computer Aided Selling in Pharma Customer Management: Process-oriented Analysis and Design of an Integrated CAS System, Springer-Verlag, 2013, ISBN 9783322933683
  • Computer Aided Selling: Company- typological market analysis, Springer-Verlag, 2013, ISBN 9783663083122
  • Jörg Link, Volker Hildebrand: Database Marketing and Computer Aided Selling: Strategic Competitive Advantages Through New Information Technology System Concepts , Vahlen, 1993, ISBN 9783800617838
  • Michael S. Malone: ​​The Information Revolution in Sales: With Computer Aided Selling for Total Sales Success , Springer-Verlag, 2013, ISBN 9783322890337
  • Günter Steppan: Information processing in industrial sales force: Computer Aided Selling (CAS), Springer-Verlag, 2013, ISBN 9783642756979
  • Dirk Rohweder: Information technology and order processing: Potentials for the design and flexible customer-oriented control of the order flow in and between companies, Erich Schmidt Verlag, 1996, ISBN 9783503039111

Individual evidence

  1. ^ Definition of »CAS« | Gabler Economic Lexicon . ( gabler.de [accessed on February 20, 2018]).
  2. ↑ Matthias Krause: Computer Aided Selling in the consumer goods industry: conception of field service support . Springer-Verlag, 2013, ISBN 978-3-322-85235-9 ( google.de [accessed February 20, 2018]).