SFA

Heera Software Pvt.
Ltd Presents
Sales Officer Training on

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 distribution
efficiencies wrt sales, coverage and
productivity
• To ensures proper placements of SKU’s
basis RE and MSS
• To helps PC to monitor his daily targets &
enable him to maximize his incentive
earnings.
• It helps in reducing unproductive time by
automating bill generation at RD point.
Process flow
PC takes Order
OUTLET
Outlet, SKU
Master &
Orders
Scheme
Orders get
converted
to bills MERANET
basis stock
on RD.net Sales data
RD.net
Information available on handheld
• PC’s month and day targets
• List of All SKU
• List of outlets
• Scheme Applicable to the outlet
• Outlet historical data
• Outlet’s pending bills for payments
Norm Setting
Only Sales officers are allowed to set the norms
Purpose
• Set the order quantity for for placement
outlets like Purple King, Purple Prince,
BKB (Bournvita Ke Badshah) & BCC
(Bournvita Chemist Club)
• Initially norm quantity is calculated as
average sale of last 3 months
• SO can change these norms.
• Norm set by the SO will be taken as basis
for calculating the order for these outlets.
Click here to
change the norm
quantity
Exporting data to handheld
Order booking on Handheld
Start Application
Click here to
start
Screen 1 – Login screen on SFA
Enter password
Click this button

to open Soft
Keyboard
Screen 2 – MTD Performance Tracker
MTD target and

achievement
status as first
screen
Screen 3 – Target for Today
PC can view his

day
achievement.
This will keep
updating after
each order on the
field
Screen 4 – RLA for Today’s beat
PC can click the

outlet and more
info of the outlet
is displayed.
Details include
RE, Placement
Outlet List program ,
for the Average per visit
planned sales, target,
Beat is MTD achievement
displayed. and current order.
Also links for
order, collection
and details are
displayed
No Order Order booked Selected Outlet Not started
Screen 5 – Scheme display
Schemes
applicable to
the outlet,
basis RE
Screen 6 – Scheme display
If outlet is not
giving the
order, PC to
select the
relevant option
and the reason
for the same
Screen 7 – SKUs screen for Order Booking
List also
displays Avg
sale in units
and current
order if Order Form
recorded. displays MSS and
Focus Skus on
In case of top in the Sku
Placement list shown.
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
automatically
Order value,
lines booked
and last
purchase
date by
outlet is
displayed at
the bottom
of the
screen
Screen 10 – Order Recording Form
Numeric pad to
enter quantity
Enter the
order quantity
Screen 13 – Order Entry
History of
outlet –
SKU can be
displayed
by clicking
History
button.
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
Screen 14 – Outlet history
Outlet Bill wise

history can be
displayed by
clicking
History option
on order form
Screen 15 – Order Confirmation
On Click of Finish
button, Final
confirmation form is
displayed.
This screen will
show MSS
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
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 Advertisements can

created by PC be shown
Reports on Handheld
Report – Order list
Report – RDSM Day Target
Report – RDSM MTD Performance
Report – SKU wise Order qty
Generating 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.
Reports
List of Reports
• Order Time analysis

• Order status
• Fill Rate report
• Scheme Applied
• Bill Count Status
Order Time Analysis
Order Status
SFA Fill Rate Report
Scheme Applied
Bill Count Status
Thank you

SFA

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Heera Software Pvt.

Sales Officer Training on

Date: Monday, April 12, 2010

Click this button

MTD target and

PC can view his

PC can click the

No Order Order booked Selected Outlet Not started

This form allows

Outlet Bill wise

New Outlet can be Advertisements can

Bottom Table displays

• Order Time analysis

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