One of the most important trends in the activities of vendors today is to establish long term relationships with clients. With confidence I can say that no one is interested in the relationship, constructed on the basis of market exchanges. Moreover, most companies end result sees the establishment of strategic partnership between the firm and the firm-seller-buyer. In this case the model of crm provides the ability to formalize the company's efforts to achieve this goal and improve customer loyalty. And what is the role of sales representative in the era of klientotsentricheskih firms and what role in the life of the seller may play a CRM-system Quick Sales and ? At this point, I thought, most people tend to argue that, given the rapid technological development, the emergence of electronic channels distribution and the growing trend for the perception of customers of many consumer goods, the role of personal selling in the near future will be significantly reduced. In my opinion, everything is just the opposite. Certainly, the role of sales modern companies has indeed changed, but I think the role of sales personnel in ensuring the success klientotsentricheskoy company does not decrease, but rather – increases. The question is: what it should make sales representatives to maximize the success of their companies, oriented to the long-term relationships with customers? Vendors play a key role in creating an enabling relationships with customers of the firm.
The relationship between the companies, which lead to the establishment of strategic partnership, usually held in its development are four stages: the accumulation of information, exploration, expansion of relations and assumption of certain liabilities. So the first thing that should make a sales force, so it is to accumulate the relevant information about customers, with whom he works. In this article we will discuss in more detail on this stage of development of relations in the spirit of strategic partnership. What information must be stored, each company decides its own, but if we consider the general cases, the following types of information: address, phone, fax, website, details, contacts, segment, sales information (date of sale, the amount of transactions, who took the decision to purchase), the number, belonging to the parent organization, the date of formation, history interaction, status, wife's phone manager . This chain can continue almost indefinitely. It becomes clear that for quick access, analyze and process this information without the introduction of CRM-systems is not do. As we have said above, already in the system, each individual seller and a particular vendor determines what information they hold to answer the question: "What can we do to improve existing relationship with the client? "In my opinion, than a lot of information about the client has a sales force and the more quickly it gets this information, the higher the chance of personal transactions. Why? But this, in the following articles.