Bottom line--software

April 2004
Management Services;Apr2004, Vol. 48 Issue 4, p30
Academic Journal
This article presents information on the RM3 browser-based expert account management system from Xmonic. The software appreciates that when teams work remotely, managing the sales account operation is very different from managing the sales function itself. This is for use by sales account managers to make them proactive and improve their efficiency. Automated tools measure account management activities, enable the account team to analyse specific aspects of the account, evaluate risks and develop various alternative strategies. Central to this is a virtual team-working function that assigns each account a virtual account room where there is access to all the necessary account data to work effectively. Data can be automatically up and down loaded to and from legacy customer relationship management systems and/or be held in the database of RM3. RM3 overcomes the big problem of actually implementing account plans. The software contains an account planning function that provides processes and tools flexible enough to accommodate different account situations and complexities. These include expert tools, many of which have an auto function, a customer value matrix and a tool to access business relationships.


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