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1 US A1 (19) United States (12) Patent Application Publication (10) Pub. No.: US 2011/ A1 Johnson et al. (43) Pub. Date: Oct. 27, 2011 (54) (76) (21) (22) (60) SALES FORCE AUTOMATON SYSTEM AND METHOD nventors: Appl. No.: 13/093,787 Filed: Apr. 25, 2011 Jerome Dale Johnson, North Mankato, MN (US); David Robert Lundberg, Conifer, CO (US); Michael Paul Krebsbach, Eau Claire, W (US) Related US. Application Data Continuation of application No. 11/929,493,?led on Oct. 30, 2007, now Pat. No. 7,949,578, Which is a division ofapplication No. 11/537,953,?led on Oct. 2, 2006, now abandoned, Which is a continuation of application No. 09/566,872,?led on May 8, 2000, now abandoned, Which is a continuation of application No. 08/550,089,?led on Oct. 30, 1995, now Pat. No. 6,067, 525. Publication Classi?cation (51) nt. Cl. G06Q 10/00 ( ) (52) US. Cl /736 (57) ABSTRACT A salesforce automation system Which integrates computer ized, intelligent automated salesperson support for multiple phases of the sales process. Various subsystems may be pro vided to facilitate the sales process Which may include pre sales lead generation, maximize time spent With the customer, effectively manage an order, ensure customer satisfaction and retain the customer for future sales. Also provided to support the phases of the sales process are additional tools, integrated in the system. The additional tools may include self manage ment subsystems, sales management subsystems and training subsystems. _L..1 F g LEAD / T MTEHVZ'TH ORDER 1, CUSTOMER { 1 GENERATON A CUSTOMER MGMT RETENTON E 1 1 L_ J J _ X.. 1_08_J l f T T 130,\ j" T ' ' j r T'" "' B 1 l 128 l f v v v 1' 1! SELF MANAGEMENT ' f f 1 1' 1 1 SALES MANAGEMENT V 1 1 l 1 1 i TRANNG L 1 ' 11s 11s 1- f wfwuj 1

2 Patent Application Publication Oct. 27, 2011 Sheet 1 0f 30 US 2011/ A1 103-, _J T 124 ] l LEAD / T'MEHVE'TH / ORDER / CUSTOMER GENERATON CUSTOMER MGMT ' RETENTON l - 1 J J. 08_ / T T T _ j T j T T s.. A, \ r v 1 T <L SELF MANAGEMENT ' H105 f SALES MANAGEMENT < >. [1'4, ' TRANNG L J _ /[ ' //*" 'T 132 DATA f COMMUNCATONS? L, A r.

3 Patent Application Publication Oct. 27, 2011 Sheet 2 0f 30 US 2011/ A1 *r GLEE S DRDE CUSTOMER SELF SALES ATON CUSTOMER MGMT RETENTDN MGMT MGMT {AP 1 AP AP AP AP AP L \\ \ 202A)/ 204A) A s 2 2* M212A 202 ~ ~ _ ~ w * "' \ 212 C216 1 MA AP AP 21a AP J \zsa 1203A DATA,f 16A EVENT MANAGERJ/ZUA DDMMuNcATDNs ' 2038 A l AP / ka l 24A _" J 205A * AP AP f 114 \/ TRANNG SYSTEM /25 ADMN l ~ w _ i E' T SYSTEM _/25 ADMN. /MM AP _/-215A a H ' f f AP,.1 DATA m cnmnuncatdns EvENT MANAGER /J AP / i030 AP AP -/ 228 k 233. L J Q? 225R J 3 \ [ 211A 205A\\ zutaq P231 jzosa AP AP AP ~ AP T AP DATA SYSTEM ENTERPRSE DEALER SALES mom TOOLS SYSTEMS ' SYSTEMS MGMT / f l _ 205) 207J A / J

4 Patent Application Publication Oct. 27, 2011 Sheet 3 0f 30 US 2011/ A1 KOSK P V WEB STE.u r304 TELEMARKET P < 7 KZUA r308 l /-306 l l l E l EVENT MANAGER

5 l Patent Application Publication Oct. 27, 2011 Sheet 4 0f 30 US 2011/ A1 " ' 4'72"\-- PRODUCT : : NFORMATON l 404 ' A i \\ CUSTOMER P 406 A _\\-' CONFGUHATOR P 4 >,104 / r 408 A \\_- uuote P l 410 J \_ A [201A FNANCE P i 4 g EVENT \-- A i' MANAGER PROPOSAL P r l ' \* \" PRESENTATON P ' 4151\- LFE CYCLE if 1 COSTS 418k PERFORMANCE? 414 A : EVALUATON l 42 '"\~- COMPETTVE C COMPARSON l o 0 v A OTHER P l

7 Patent Application Publication Oct. 27, 2011 Sheet 6 0f 30 US 2011/ A1 ' ~ _, \_ CUSTOMER SATSFACTON Q ' 604* A ' ' NEWSLETTER P l 201 A 208 f A ' P EVENT 605 l MANAGER T CUSTOMER : CONTACT ' - o A 608 ' OTHER P l _

8 Patent Application Publication Oct. 27, 2011 Sheet 7 0f 30 US 2011/ Al F 1g L ' OPPORTUNTY A P A _ CALENDAR P SCHEDULER EVENT MANAGER TME MANAGEMENT AP OBJECTVE MANAGEMENT

9 Patent Application Publication Oct. 27, 2011 Sheet 8 0f 30 US 2011/ A1 x114 - j; A 814 / 8D2'j~--- SYSTEM P l : CERTFCATON i A l A, 201A ao4~li,- PRODUCT P 7 E EVENT l; l ' MANAGER r _ SKLLS A J 806- lf : AP AP TRANNG TRANNG : 1 ADMN. MANAGEMENT A { s10) 812J

10 Patent Application Publication Oct. 27, 2011 Sheet 9 0f30 US 2011/ A1 Fig.9 TRANNG MANAGER _l SALES l,1 12B MANAGER AP : M i r! AP EVENT MANAGER

13 Patent Application Publication Oct. 27, 2011 Sheet 12 0f 30 US 2011/ A1 Fig.1] EVENT MANAGER /201A AP! AP! COMM. MANAGER AP! QUERY MANAGER COMM. EQUP. "_\-1 103A r COMM. EQUP. COMM. MANAGER AP! [1101B QUERY MANAGER AP AP! EVENT MANAGER 201B _/

14 Patent Application Publication Oct. 27, 2011 Sheet 13 0f 30 US 2011/ A1 Fig.12 - OONE. OATA P P SERvOES x / Q A A O4 \. SPEC & l,r COMPARE DATA D 'NVENTDRY 205 GRAPHCS & A P 4 A P HNANCE r1218 ' FEATURES PARAMETERS ' A A 1208-». CUSTOMER 81 P P OuOTE TERMS,1220 LEADS ' & conotons mul- SALES : _ 4 Q TRANNG _/.12z2 PROCESSES MANAGER 1212 \ PROGRAMS & : NCENTVES AP EVENT MANAGER 201 A /

15 Patent Application Publication Oct. 27, 2011 Sheet 14 0f 30 US 2011/ A1 ' i l SCREENS & REPORT &,?zm {: NTERFACE APi TEMPLATES AP! 1 1 l L l AP 2015 EVENT A/ MANAGER

16 Patent Application Publication Oct. 27, 2011 Sheet 15 0f 30 US 2011/ A1 - ' _,' AP DATA MANAGER OUT b i AP 1 NVENTORY AP 4 EVENT \J, MANAGER 1 DATA ' ll 14U7);_:D MANAGER N ZmBJ CUSTOMER 404 \, 1409 ENTERPRSE OTHER LEGACY MESSAGNG l 1 SYSTEMS SYSTEM l W l L140s 14 - MARKETNG

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20 Patent Application Publication Oct. 27, 2011 Sheet 19 0f 30 Fig. 16 US 2011/ A1 ACCESSGENERATE CUSTOMER NFORMATON TAG FEATURES, BENEFTS COMPETTVE NFORMATON WTH ' PRODUCT MODULE GENERATE CUSTOMER SOLUTON WTH CONFGURATDR MODULE PREPARE OUOTE, FNANCE AND OTHER NFORMATON WTH RESPECTVE MODULES /-SO4 EDT PROPOSAL GENERATEPRNT AND SAVE PROPOSAL UPDATE OPPORTUNTY AND FORCAST DATA STATUS TRANSMT OPPORTUNTY STATUS TO BACK OFFCE AT NEXT CONNECTED SESSON RECEVE OPPORTUNTY STATUS UPDATE N BACK OFFCE UPDATE SALES MANAGEMENT FORCAST END rswoe

United States Patent. 6,067,525 *May 23, Patent Number: Date of Patent: Johnson et al. [19] [11] [45] [54] [75] [73] [56]

United States Patent. 6,067,525 *May 23, Patent Number: Date of Patent: Johnson et al. [19] [11] [45] [54] [75] [73] [56] ,, 1 United States Patent Johnson et al. [19] [11] [45] US006067525A Patent Number: Date of Patent: 6,067,525 *May 23, 2000 [54] [75] [73] [56] NTEGRATED COMPUTERZED SALES FORCE AUTOMATON SYSTEM nventors: