In the research, Gartner identifies five categories for enabling the key field sales processes in consumer goods including: category management, trade promotion management, volume planning, retail execution and settlement.
According to Gartner, “Sales force automation (SFA) solutions are critical because of the amount of time and resources associated with executing with retailers.”
“Consumer goods firms are seeking a better return from their investments in trade spending,” said Matthew Johnson, Oracle Senior Director, Consumer Goods Industry Strategy. “Oracle has integrated the market-leading Siebel CRM suite for managing accounts, promotions and funds with the world-class predictive analytics and optimization technology of Demantra Predictive Trade Planning to plan and execute more effective promotions. In support of this work, Oracle is pleased to be recognized by Gartner with a strong positive rating in its MarketScope for Sales Force Automation in the Consumer Goods Industry.”
The MarketScope is copyrighted 2009 by Gartner, Inc. and is reused with permission. The MarketScope is an evaluation of a marketplace at and for a specific time period. It depicts Gartner's analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the MarketScope, and does not advise technology users to select only those vendors with the highest rating. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
* Gartner, Inc. “MarketScope for Sales Force Automation in the Consumer Goods Industry” by Dale Hagemeyer, December 28, 2009
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