This function would enable the CRM system to display product proposals in sales orders. These product proposals can thereby boost the sale of certain products or/and extend the scope in sales negotiations. Product Proposals can be any one of the following:
• Cross-selling – Related products are proposed
• Up-selling – Higher value products are proposed
• Down-selling – Cheaper alternatives are proposed.
• Accessories-Accessories with base product are proposed
• Top-n product lists - List of n products (best-sellers for example) displayed for cross-selling purposes in scenarios like Telesales or Internet Sales. This feature is valid only for existing TG member.
• Past Orders –Products ordered by Customer in a given period (in past transactions) are proposed
• Marketing Campaign- The products for which a marketing campaign was released would be displayed as proposed products
Example: let us consider two distinct cases. In the first case, products are proposed based on the product entered in Sales Order. (Condition = Global)
In the second case, products are proposed based on products entered in sales Order as well as the Sold-to-Party. If the Sold-to-Party belongs to a particular Target Group then a specific set of products is proposed. (Condition=TG)
Product proposal Scenarios:-
Scenario 1: If product X is selected; additional product a, product B and product C are proposed (cross selling)
Scope: Global PP Type: Cross Selling
Scenario 2: If product X is selected; more expensive products (or one with a higher profit margin) P, Q and R are proposed.
Scope: Global PP Type: Up selling
Scenario 3: If product X is selected; relatively cheaper (or one with a higher profit margin) U and V are proposed. This can help reduce the risk of no sale. Scope: Global PP Type: Down Selling
Scenario 4: If product X is selected and the sold-to-party belongs to a particular group; additional product A, product B and product C are proposed Scope: TG PP Type: Cross Selling
Scenario 5: If product X is selected and the sold-to-party belongs to a particular group; more expensive products (or one with a higher profit margin) P, Q and R are proposed.
Scope: TG PP Type: Up selling
Scenario 6: If product X is selected and the sold-to-party belongs to a particular group; relatively cheaper (or one with a higher profit margin) U and V are proposed. This can help reduce the risk of no sale.
Scope: TG PP Type: Down Selling
Scenario 7: For a particular group of customers (whole sellers in this case) , Top 5 products are always displayed while creation of sales order.
Scope: TG PP Type: Top N List
Scenario 8: Say we have 5 customer, among which 2 are top customer and 3 are average customer (based on orders the customers have placed in the last few months).For the top customer, proposals should be displayed based on past orders of one month. For the average customers, last 3 months past orders should be considered.
Following conditions are supported based on which the products would be proposed.
1. Status of the transaction type
2. Time period
3. No. of transactions within the time period
PP Type: Past Order *Currently only 1 rule is supported
Scenario 9: A marketing campaign for a particular set of products was released to a targeted customer (whole seller).While creating a sales order for any of the targeted customer ( whole seller), the products for which the campaign was released would be displayed as proposed products.
PP Type: Marketing Campaign
