7 CRM RECOMMENDATIONS FOR THE MANUFACTURING INDUSTRY! ADVANTAGES, HOW TO CHOOSE, CASE STUDIES, ETC. EXPLAINED.

Six challenges facing the manufacturing industry

We will begin with a deep dive into the six challenges facing the manufacturing industry.

• Shortage of manpower due to decrease in number of workers
• CHANGING CUSTOMER NEEDS DUE TO THE DEVELOPMENT OF IT
• Many documents and high efficiency hurdles for sales activities
• Collaboration among sales, manufacturing, purchasing, and logistics departments
• Risk of having excess inventory
• Optimal customer visits to maintain and expand market share

(1) Shortage of labor due to decrease in number of workers

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According to the "White Paper on Manufacturing in 2022" released by the Ministry of Economy, Trade and Industry, the number of workers in the manufacturing industry has decreased by approximately 1.57 million per year. The number of young workers has also decreased by 1.21 million, indicating a significant shortage of young workers. According to the "White Paper on Manufacturing in 2023" released in June 2023, the number of elderly workers has increased by 320,000 over the past 20 years, while the number of female workers has decreased by 910,000 over the past 20 years.

Source: Ministry of Economy, Trade and Industry - "White Paper on Manufacturing in 2023

AGAINST THIS BACKDROP, THE MANUFACTURING INDUSTRY IS FACING A SHORTAGE OF APPROXIMATELY 110,000 HUMAN RESOURCES. THE SHORTAGE OF HUMAN RESOURCES IS BECOMING MORE SERIOUS DUE TO THE NEGATIVE IMAGE OF THE MANUFACTURING INDUSTRY AS A PLACE WITH A LOT OF OVERTIME WORK AND THE DIFFICULTY OF PASSING ON SKILLS. FROM THE VIEWPOINT OF MANPOWER SHORTAGE, IT IS VERY IMPORTANT FOR THE MANUFACTURING INDUSTRY TO INCREASE PRODUCTIVITY PER WORKER BY INTRODUCING CRM.

(2) CHANGING CUSTOMER NEEDS DUE TO THE DEVELOPMENT OF IT

THE JAPANESE MANUFACTURING INDUSTRY, ONCE KNOWN AS A MANUFACTURING POWERHOUSE, SATISFIED CUSTOMER NEEDS BY PRODUCING HIGH-QUALITY PRODUCTS, BUT IN RECENT YEARS, THE MARKET HAS BECOME INCREASINGLY COMMODITIZED DUE TO THE DEVELOPMENT OF INFORMATION TECHNOLOGY. THE CHALLENGE IS HOW TO CREATE HIGH-VALUE-ADDED PRODUCTS, AND CUSTOMERS ARE DEMANDING PRAGMATIC VALUE FROM PRODUCTS IN TERMS OF THE SITUATIONS IN WHICH THEY CAN USE THE PURCHASED PRODUCTS AND WHAT KIND OF EXPERIENCE THEY CAN PROVIDE. IN THE PAST, VALUE WAS PLACED ON HIGH-QUALITY PRODUCTS, BUT TODAY'S CUSTOMER NEEDS HAVE SHIFTED TO EXPERIENCES, AND INFORMATION ANALYSIS IS ESSENTIAL FOR INCREASING CONSUMER SATISFACTION.

(3) Management of complex customer information that differs from client to client

IN THE MANUFACTURING INDUSTRY, THERE IS A COMPLEX INTERTWINING OF VARIOUS TYPES OF INFORMATION, SUCH AS TRANSACTION TERMS AND PRODUCT SPECIFICATIONS, DEPENDING ON THE CUSTOMER. CRM CAN BE USED TO SET UP A PRODUCT MASTER AND CENTRALLY MANAGE INFORMATION RELATED TO BUSINESS NEGOTIATIONS, SUCH AS QUOTATIONS, PRODUCTS SOLD, AND CONTRACT INFORMATION FOR EACH CUSTOMER. SUCH INFORMATION CAN BE SHARED NOT ONLY WITH THE SALES DEPARTMENT, BUT ALSO WITH THE PRODUCTION AND PURCHASING DEPARTMENTS, THEREBY IMPROVING OPERATIONAL EFFICIENCY AND PREVENTING PROBLEMS.

(4) Cooperation among sales, manufacturing, purchasing, and logistics departments

In the manufacturing industry, one of the most common problems is the lack of proper coordination between the sales department and the manufacturing, purchasing, and logistics departments. For example, sales may receive an order for a single delivery date, or sales may ask for information from the manufacturing department, but receive no response. Failure to share such information about customers can lead to lost opportunities, such as delivery plans being disrupted or orders not being received due to delays in communication. In addition, if sales representatives are slow in responding to customers, this can lead to a loss of trust.

(5) Risk of holding excess inventory

In the manufacturing industry, excess inventory poses the risk of declining product value and quality due to changes in fads and trends. In addition, from the perspective of product management, management costs such as personnel costs, storage space, and utility costs are incurred, and cash flow may be squeezed due to the inability to recover the purchase price. It is also important to understand customer needs and avoid unnecessary production and manufacturing in order to avoid having excess inventory.

(6) Optimal customer visits to maintain and expand market share

SALES ACTIVITIES IN THE MANUFACTURING INDUSTRY AND MANUFACTURERS ARE CALLED "ROUTE SALES," IN WHICH SALESPEOPLE MAINTAIN MARKET SHARE AND EXPAND SALES BY VISITING CLIENTS AT A CERTAIN FREQUENCY AND ELICITING THEIR NEEDS. WITHOUT A CRM, HOWEVER, SALES ACTIVITIES WOULD BE CONDUCTED ON A PERSONALIZED BASIS, WITH SALESPEOPLE RELYING ON THEIR OWN SENSES, AND WHEN A NEW SALES REPRESENTATIVE JOINS THE COMPANY, HE OR SHE CANNOT INSTANTLY GRASP WHICH CUSTOMERS SHOULD BE VISITED FIRST AND WHICH CUSTOMERS SHOULD BE PRIORITIZED. WITHOUT THE ABILITY TO VISUALIZE AND PRIORITIZE THE APPROPRIATE FREQUENCY OF VISITS TO CUSTOMERS AND CUSTOMER RANKS, SALES VISITS WILL NOT HAVE AN IMPACT ON SALES, AND PRODUCTIVITY WILL REMAIN LOW.

THEREFORE, IN TERMS OF OPTIMIZING SALES ACTIVITIES, IT IS IMPORTANT TO DISPLAY BUSINESS PARTNERS ON A MAP SUCH AS UPWARD, VISUALIZE CUSTOMER PRIORITIES, AND OPTIMIZE VISITATION ACTIVITIES.

＞FREE PDF DOWNLOAD] UPWARD SERVICE INTRODUCTION DOCUMENT

5 ADVANTAGES OF IMPLEMENTING A CRM (CUSTOMER RELATIONSHIP MANAGEMENT) SYSTEM IN THE MANUFACTURING INDUSTRY

THERE ARE FIVE ADVANTAGES TO IMPLEMENTING CRM IN THE MANUFACTURING INDUSTRY

• Accurate understanding of customer needs
• Strengthen information sharing and collaboration among departments through centralized management
• Sales forecasts can be made.
• Reduction of activity reporting time and cost
• Increase sales by optimizing customer visits

(1) Accurate understanding of customer needs

THE FIRST ADVANTAGE OF IMPLEMENTING CRM IN THE MANUFACTURING INDUSTRY IS THE ABILITY TO ACCURATELY UNDERSTAND CUSTOMER NEEDS. AS MENTIONED ABOVE, CRM IS AN EFFECTIVE WAY TO UNDERSTAND DIVERSIFYING CUSTOMER NEEDS AND TO ADAPT MANUFACTURING TO TRENDS, AND CRM CAN ANALYZE INFORMATION IN ADDITION TO CUSTOMER ATTRIBUTES, PURCHASE INFORMATION, TRANSACTIONS, AND SALES PERFORMANCE LOG. ANALYTICAL DATA CAN BE UTILIZED FOR MARKETING STRATEGIES SUCH AS NEW PRODUCTS AND PRODUCT IMPROVEMENTS.

(2) Strengthen information sharing and collaboration among departments through centralized management

THE SECOND ADVANTAGE OF IMPLEMENTING CRM IN THE MANUFACTURING INDUSTRY IS THE ABILITY TO SHARE INFORMATION AND STRENGTHEN COLLABORATION AMONG DEPARTMENTS. IN THE MANUFACTURING INDUSTRY, IT IS IMPORTANT TO COLLABORATE WITH VARIOUS DEPARTMENTS, FROM THE SALES DEPARTMENT TO THE PRODUCTION AND MANUFACTURING DEPARTMENTS. UNTIL NOW, COLLABORATION BETWEEN DIFFERENT DEPARTMENTS HAS BEEN DONE BY ATTACHING CUSTOMER INFORMATION, PROJECT INFORMATION, AND DOCUMENTS TO E-MAIL OR BUSINESS CHAT.

HOWEVER, BY IMPLEMENTING A CRM (CUSTOMER RELATIONSHIP MANAGEMENT) SYSTEM, EACH DEPARTMENT CAN ACCESS ONE SYSTEM, FACILITATING INFORMATION SHARING. IN ADDITION, SINCE VARIOUS DEPARTMENT PERSONNEL CAN LOG IN, TIME LAGS AND COMMUNICATION COSTS CAN BE REDUCED. IN ADDITION, CUSTOMER REQUESTS, COMPLAINTS, AND OTHER CUSTOMER FEEDBACK CAN BE ACCUMULATED, ENABLING NOT ONLY THE SALES DEPARTMENT BUT ALSO THE FORMER TO UNDERSTAND CUSTOMER NEEDS AND SHARE INFORMATION. THIS WILL ALSO ALLOW FOR SPEEDY IMPLEMENTATION OF MEASURES IN TERMS OF PRODUCT IMPROVEMENTS AND IDEAS FOR NEW PRODUCTS.

(3) Sales forecasts can be made.

THE THIRD ADVANTAGE OF USING CRM IN THE MANUFACTURING INDUSTRY IS THE ABILITY TO MAKE SALES FORECASTS. BY CREATING A DASHBOARD OF CUSTOMER DATA ACCUMULATED IN CRM, IT IS POSSIBLE TO GRASP IN REAL TIME WHICH PRODUCTS ARE BEING PURCHASED AND HOW MUCH THEY ARE BEING PURCHASED. SINCE THE PURCHASE CYCLE CAN ALSO BE VISUALIZED, IT IS POSSIBLE TO PREDICT TO SOME EXTENT THE REQUIRED PRODUCTION VOLUME AND SHIPPING TIME.

(4) Reduction of activity reporting time and cost

The fourth benefit of implementing CRM in the manufacturing industry is the reduction of time related to reporting visit activity when you are out of the office. Salespeople in the manufacturing and manufacturing industries are usually out of the office, and often visit several sites in a day. However, if they have to go all the way back to the office to report their activities on their PCs, they end up working overtime and become exhausted. For example, if you use UPWARD's CRM, you can automatically generate an activity log of the companies you visit using the stay detection function, and easily report the activity from your smartphone.

IT ALSO SUPPORTS VOICE INPUT, FREEING THE USER FROM THE HASSLE OF RETURNING TO THE OFFICE TO INPUT CRM DATA, WHICH SOLVES THE BIGGEST CHALLENGE IN CRM IMPLEMENTATION: SALES DATA INPUT.

(5) Increase sales by optimizing customer visits

THE FIFTH ADVANTAGE OF IMPLEMENTING CRM IN THE MANUFACTURING INDUSTRY IS THE ABILITY TO EXPAND SALES BY OPTIMIZING CUSTOMER VISITS; UPWARD DISPLAYS PRIORITY CUSTOMERS WITH CUSTOMER RANKS SET ACCORDING TO THE COMPANY'S REQUIREMENTS ON A MAP, MAKING UNVISITED COMPANIES VISIBLE AND ENSURING VISIT FREQUENCY, THEREBY EXPANDING SALES AND MAINTAINING CUSTOMER SHARE.

Sales ranks are color-coded and suppliers with fewer visits are displayed in a larger size, preventing follow-up visits from being missed. A route search function is also provided to help you navigate the best visiting route.

＞FREE PDF DOWNLOAD] UPWARD SERVICE INTRODUCTION DOCUMENT

HOW TO CHOOSE A CRM (CUSTOMER RELATIONSHIP MANAGEMENT) SYSTEM FOR THE MANUFACTURING INDUSTRY - 5 POINTS

THE FOLLOWING FIVE POINTS ARE KEY TO CHOOSING A CRM FOR THE MANUFACTURING INDUSTRY.

• INTEGRATION WITH ERP AND INVENTORY MANAGEMENT SYSTEMS
• Ease of use and operation of mobile app
• security (e.g. data, password, etc.)
• Support System for Introduction
• Is it possible to start small, such as introducing some departments?

(1) INTEGRATION WITH ERP AND INVENTORY MANAGEMENT SYSTEMS

THE FIRST POINT TO CONSIDER WHEN CHOOSING A CRM FOR THE MANUFACTURING INDUSTRY IS INTEGRATION WITH EXISTING SYSTEMS. MANUFACTURERS AND MANUFACTURERS PROBABLY HAVE ERP (ENTERPRISE RESOURCE PLANNING) AND INVENTORY MANAGEMENT SYSTEMS IN PLACE. IF CRM CANNOT BE INTEGRATED WITH EXISTING SYSTEMS, DOUBLE ENTRY OF INFORMATION WILL OCCUR AND SYSTEM MAINTENANCE WILL BE REQUIRED, WHICH WILL INCREASE LABOR AND MAN-HOURS. THEREFORE, BEFORE INTRODUCING A SYSTEM, IT IS IMPORTANT TO CHECK WHAT KIND OF SYSTEM IT CAN BE LINKED WITH.

(2) Operability and ease of use of mobile app

THE SECOND KEY FACTOR IN CHOOSING A CRM FOR THE MANUFACTURING INDUSTRY IS THE OPERABILITY AND EASE OF USE OF THE MOBILE APP. AS MENTIONED ABOVE, ONE OF THE CHALLENGES IN CRM IMPLEMENTATION IS DATA ENTRY BY SALESPEOPLE. IN FACT, THE TOP REASON WHY SALES REPRESENTATIVES IN CRM-IMPLEMENTED COMPANIES DO NOT REPORT THEIR ACTIVITIES IS THAT "IT IS TIME-CONSUMING AND LABOR-INTENSIVE TO ENTER DATA.

Source: UPWARD - Why not logfor sales activities

If you are in the manufacturing or production management department, you are rarely out of the office or business, so inputting data is not a stressful task. However, for sales staff who may be out all day long, it is very important to have a system that allows them to easily report activities and orders from their smartphone even when they are out and about. With UPWARD's CRM, you can easily report activities from your smartphone even when you are out of the office, freeing you from the hassle and stress of inputting data, which is the biggest problem, and enabling you to accumulate sales data.

＞FREE PDF DOWNLOAD] UPWARD SERVICE INTRODUCTION DOCUMENT

(3) Security

The third key factor in choosing a CRM for the manufacturing industry is security, as CRMs store a variety of information, including customers' personal and business data. Although cloud services have become common for CRM in recent years, there are still concerns about security compared to on-premise systems. Therefore, it is important to choose a CRM vendor that takes security into consideration. For example, UPWARD is certified under ISO/IEC27001:2013 / JIS Q 27001:2014, an international standard for information security management systems (ISMS). On-premise products have a very large initial cost, so be sure to choose a CRM product that is also security-conscious.

(4) Support system for introduction

THE FOURTH POINT IN CHOOSING A CRM FOR THE MANUFACTURING INDUSTRY IS THE SUPPORT SYSTEM DURING IMPLEMENTATION. THE INITIAL STAGE OF CRM IMPLEMENTATION IS VERY IMPORTANT TO DEFINE VARIOUS REQUIREMENTS, INCLUDING WHAT DATA TO LINK AND WHAT ITEMS TO CREATE AND CUSTOMIZE. CHOOSE A COMPANY THAT HAS A SINGLE SALES REPRESENTATIVE WHO WILL BE THERE FOR YOU FROM THE INITIAL REQUIREMENT DEFINITION. CRM IS NOT THE END OF THE PROCESS; IT MUST BE FIRMLY ESTABLISHED WITHIN THE COMPANY SO THAT IT CAN BE FULLY UTILIZED. THEREFORE, CHOOSE A CRM VENDOR THAT HAS A SALES REPRESENTATIVE AND CUSTOMER SUPPORT TEAM THAT WILL CAREFULLY FOLLOW UP WITH YOU.

＞FREE PDF DOWNLOAD] UPWARD SERVICE INTRODUCTION DOCUMENT

(5) Is it possible to start small, such as by introducing some departments?

THE FIFTH POINT TO CONSIDER WHEN CHOOSING A CRM FOR THE MANUFACTURING INDUSTRY IS WHETHER IT IS POSSIBLE TO START SMALL. WHEN CRM IS INTRODUCED FOR THE FIRST TIME IN THE MANUFACTURING INDUSTRY, IT IS OFTEN THE CASE THAT NOT ALL DEPARTMENTS WILL IMPLEMENT IT FROM THE BEGINNING, BUT RATHER IT WILL BE USED ON A TRIAL BASIS. IF A SMALL START IS POSSIBLE, IT IS RECOMMENDED TO START WITH A SMALL NUMBER OF EMPLOYEES OR ONLY A FEW DEPARTMENTS, SINCE IT ALLOWS FOR VERIFICATION AND A LOW INITIAL INVESTMENT. MANY CRMS OFFER FREE TRIALS, SO IF YOU ARE INTERESTED IN A PRODUCT, FIRST INQUIRE WITH A SALES REPRESENTATIVE TO SEE IF A TRIAL IS AVAILABLE.

6 RECOMMENDED CRM (CUSTOMER RELATIONSHIP MANAGEMENT SYSTEM) PRICE COMPARISONS FOR THE MANUFACTURING INDUSTRY

UPWARD FROM 1,800 YEN/MONTH・EASY ACTIVITY REPORTING AT APP・INDICATION OF CUSTOMER PRIORITY ON A MAP

UPWARD IS A CRM SPECIALIZED FOR SALES VISITS TO MANUFACTURERS AND MANUFACTURERS, AVAILABLE FROM 1,800 YEN/ID/MONTH. IT VISUALIZES CLIENT INFORMATION ON A MAP AND ENABLES OPTIMAL VISITATION ACTIVITIES BY SETTING CUSTOMER RANKS.

The priority level can be displayed on a map, allowing sales representatives to visualize the customers they should visit and eliminate omissions of visits and follow-ups. The priority customers can be set according to the logic of each company, so the system can be configured to suit a wide range of companies. There are also many examples of major companies using the system, including Kubota Corporation, Daihatsu Motor Co. Click here to see the introduction results.

IN ADDITION, UTILIZING THE PATENTED STAY DETECTION FUNCTION, AN ACTIVITY LOG OF VISITED BUSINESS PARTNERS IS AUTOMATICALLY GENERATED, AND SALES REPRESENTATIVES CAN EASILY COMPLETE THE ACTIVITY REPORT ENTRY WITH JUST MULTIPLE TAPS FROM THEIR SMARTPHONES. SINCE A BUSINESS CARD SCANNING FUNCTION WILL ALSO BE IMPLEMENTED, THIS CRM IS RECOMMENDED FOR COMPANIES THAT WANT TO LINK BUSINESS CARD INFORMATION WITH BUSINESS PARTNERS, AND FOR MANUFACTURERS AND MANUFACTURERS THAT HAVE CONCERNS OR ISSUES SUCH AS "DATA NOT BEING ACCUMULATED" WITHOUT CRM INPUT BY SALES REPRESENTATIVES.

＞FREE PDF DOWNLOAD] UPWARD SERVICE INTRODUCTION DOCUMENT

Salesforce Sales Cloud

SalesforceSalesCloud is a CRM provided by salesforce.com, a foreign-affiliated company. It is used by a wide variety of companies regardless of company size, industry, or type of business. Since detailed settings can be customized, this product is also recommended for manufacturing and maker companies.

e-Sales Manager

e-Sales Manager is a CRM with a 95% retention rate, and offers a full range of post-implementation consulting services. It is used by 5,500 companies regardless of industry or sector, and data is reflected in a single activity report on deals, customer information, and forecast management charts.

GENIEE SFA/CRM

GENIEE SFA/CRM IS A RELATIVELY INEXPENSIVE CRM AT 29,800 YEN/MONTH (AVAILABLE FOR UP TO 10 USERS). IT IS USED BY A WIDE RANGE OF COMPANIES REGARDLESS OF INDUSTRY OR SECTOR, AND HAS BEEN IMPLEMENTED BY MORE THAN 6,300 COMPANIES.

Microsoft Dynamics 365

Microsoft Dynamics 365 is a CRM product provided by Microsoft that also includes ERP functionality and is recommended for companies in the manufacturing industry and manufacturers that are considering switching to a core system. appis included within CRM, so it can be used in various combinations to increase operational efficiency. The CRM product is also equipped with ERP functionality.

Mazrica Sales

Mazrica Sales is an inexpensive CRM that can be used for as little as ¥27,500/month/5 users. It is designed with a field-first philosophy, and its AI can perform risk analysis of ongoing projects and present similar projects.

CRM (CUSTOMER RELATIONSHIP MANAGEMENT SYSTEM) FOR THE MANUFACTURING INDUSTRY

NEXT, WE WILL INTRODUCE A CASE STUDY OF CRM IMPLEMENTATION IN THE MANUFACTURING INDUSTRY.

(1) Cookdeli Shortened activity reporting and efficient customer visits

Cookdeli is a manufacturer of fully-prepared products mainly for elderly care facilities. Cookdeli develops its products under the supervision of cookery researchers. Cook Deli uses UPWARD, but previously used Salesforce, which presented a challenge for the sales staff to input information. Some employees had to work overtime to input data after returning to the office at 5:00 or 6:00 p.m. from outside the office, and some employees had to take the data home and input it.

Since UPWARD allows easy entry of information from a smartphone, it is being introduced because it allows users to fill in activity information without returning to the office. Some people use Google Maps, others carry printed maps, and the tools used to be different for each person. This has enabled smooth planning of visits.

＞FREE PDF DOWNLOAD] UPWARD SERVICE INTRODUCTION DOCUMENT

(2) Kubota Visiting activities visualized on a map

Kubota also introduced Salesforce.com's CRM Force.com in 2016, but since farmers are also in environments without good communication, we were looking for a service that is easy to handle on mobile devices. Therefore, we additionally introduced UPWARD, which is simple and intuitive to use, even for veterans who are not familiar with smartphones. Now they can refer to customer information from their smartphones, eliminating the need to carry around thick map books and catalogs or to write information on printed maps for management purposes.

VISUALIZING PRIORITY CUSTOMERS ON A MAP ALSO HELPS PRIORITIZE AND PREVENT OMISSION OF ACTIVITIES. WHEN A NATURAL DISASTER DAMAGES AGRICULTURE, UPWARD IS USED TO QUICKLY SHARE THE DAMAGE TO FARMERS THROUGHOUT THE COMPANY AND FOLLOW UP UNTIL RESTORATION IS COMPLETED.

＞FREE PDF DOWNLOAD] UPWARD SERVICE INTRODUCTION DOCUMENT

(3) Kureha Reduces the amount of work that cannot be input by rounders.

Kureha used to use a system customized for its own use to manage daily reports and activities because of its direct-to-home work schedule. However, there were cases where daily reports were entered into the system outside of work hours, and the following issues came to light.

• Nearly 40% of rounders taking more than 30 minutes to write a daily report
• In addition, more than 90% of rounders input data after returning home.
• Hard input, but little to no response from sales.

There was also a complaint that "I had to think carefully at home about the text to fill in the word count," but UPWARD, which can also be linked to Salesforce, has been introduced to reduce the man-hours for rounders to input data.

＞FREE PDF DOWNLOAD] UPWARD SERVICE INTRODUCTION DOCUMENT

THREE REASONS WHY UPWARD IS THE BEST CRM FOR THE MANUFACTURING INDUSTRY

(1) Mobile for easy on-the-go use app

UPWARD has an intuitive design that is easy to understand not only for young employees but also for veterans, with a screen that allows anyone to easily report activities from a smartphone at app. This eliminates the time and effort required to return to the office from outside the office and report on a PC, which was one of the issues in the introduction case study.

(2) Streamlining activity reporting through stay detection

UPWARD uses a patented technology called stay detection to automatically create an activity log of the clients visited, and sales representatives can easily report on the log with a tap on their smartphone after the visit. This CRM is ideal for companies where sales activity reporting is time-consuming and overtime is a problem.

(3) Optimal visit management through visualization of customer ranks

UPWARD also allows visualization of customer information on a map and setting of customer ranks, so that even young employees can focus on visiting priority customers instead of conducting sales activities on a personalized basis. We recommend UPWARD to manufacturers and manufacturers who feel that their young employees are not able to fully demonstrate their performance due to sales activities that are not linked to sales and are conducted in a personalized manner.

＞FREE PDF DOWNLOAD] UPWARD SERVICE INTRODUCTION DOCUMENT