Often, companies begin to think about the implementation of CRM for sales when there is an urgent need:

• the need for IP-telephony;
• call tracking to control calls;
• call registration system, etc.

Such a local approach is not the most effective, since CRM is inherently global. Therefore, when implementing the system, it is necessary to think over and close with its help the maximum of your business tasks.

Sales CRM: Reporting

The main function of CRM is control. Therefore, your CRM for sales should allow you to control the maximum number of indicators and generate reports for further management decisions.

• Daily reports to monitor the work of managers
• Sales channel reports
• Reports on the fact and payment plans
• Reports on deals with a specific status
• Reports on different sections
• Customer cost
• Trade length

In total, there are up to 36 key indicators. It should be remembered that the real potential of CRM for sales is measured by the number of reports that the system is capable of generating.

Pay attention to whether it is possible to track indicators in dynamics using the CRM you are implementing. This is necessary in order to evaluate the effectiveness of the decisions made to change this or that indicator.

CRM for sales: revenue or profit?

The implementation of a particular CRM system must be correlated with the global goals of the company. Global goals include profit growth and revenue growth /

1. Growth in sales and revenue. To work in this direction, CRM should allow you to control:

• the number of hits;
• the cost of circulation;
• revenue;
• in the funnel for new customers;
• daily reports in the context of managers on the quantitative indicators of their activity

2. Profit growth. For better profit control, it is necessary that information can be extracted from CRM on indicators such as:

• number of applications by segments;
• segment conversion;
• profitability by segments;
• purchase price;
• effectiveness of different channels;
• plan/actual margin by managers.

Receiving such data from CRM, it is possible to develop algorithms, scripts and loyalty programs for the most profitable segments and abandon unprofitable ones.

Also, CRM should "be able" to prioritize segments depending on profitability, as well as depending on the size of previous transactions with a particular client.

CRM for sales: work with deals of different lengths

The settings and choice of CRM for sales depends on such a key parameter as the length of the transaction.

1. Long selling. When it comes to long deals, the need to analyze business processes comes to the fore. The best way to do this is with sales funnels. Therefore, CRM for this type of sales should be configured to work with funnels in various sections.

• For new clients
• By current clients
• By channels
• By products
• By target audience
• By region
• By employees

In funnels, you need to analyze:

• funnel entrance
• output results
• total conversion
• conversion between stages
• funnel length
• the length of each stage of the funnel.

In addition, taking into account the specifics of long transactions, it is important that CRM reminds you of the need for one or another action for a particular client. At the same time, reminders should also come to the head of the sales department, and not just an ordinary manager.

2. Short selling. This type of transactions includes sales up to 3 days long. In this case, a service with the ability to customize sales funnels may be redundant for you. If short deals prevail in business, then you need to choose the appropriate CRM for these needs. Such a system should maximize efficiency for transactions from the “here and now” category, since there is no pent-up demand for the product.

CRM for sales: settings depending on the specifics of the pre-sales stage

Simplified, the process of the standard stage before closing the deal is as follows:

sending a commercial offer→ getting a response (sale or rejection)

But in some business sectors, a preliminary pre-sale assessment of the current state of the client is indispensable. They require a longer stage of work. And such specifics of the business should be taken into account when choosing the appropriate CRM for sales.

A simple system with standard settings is not able to support a non-standard stage of preparation.

You should not accept offers from developers to set up some kind of universal CRM for sales with complex pre-sales stages. When updating the version and any failure, the settings are not saved. The system is behaving unstable. Its service and not free maintenance is constantly required. Therefore, immediately choose a specific CRM with “wired” capabilities to support the complex pre-sales stage.

CRM for sales: work with current customers and

High-quality CRM for sales solves the problem of regular interaction with customers. This process can be called a sales skirt. CRM should provide regular customer retouches depending on:

• product life cycle;
• the level of competition in the industry;
• repeat sales opportunities

CRM for sales: lead redistribution function

CRM should be customizable automatic system redistribution of leads between managers. It happens that for some reason the current manager cannot close the deal. Then, according to the regulations prescribed in CRM, it is necessary to transfer the client for service to another seller. And, in most cases, such a decision leads to a purchase. Thus, you do not lose anyone and keep control over the sales process.

CRM for sales: the best leads for the best managers

Your CRM needs to be "taught" to send the best leads to the best managers. It works better in every sense: in terms of profit and employees. Managing sales in this way increases the likelihood of closing a deal. Therefore, choose systems with the ability to configure such a useful regulation.

CRM for sales: automatic sales

CRM can "sell" itself with the help of a properly configured mailing of letters to clients from whom you are waiting for a solution. Perhaps such a mailing will serve as a decisive factor for this category of consumers. This feature should also be used before launching a new upsell product to current customers.

A properly selected and configured CRM system makes the business more transparent for the owner, and the ways to increase profits are clearer.

Let's imagine that a client calls you for a secondary purchase or the buyer just walked into the store. So CRM has already “recognized” him and, according to his previous needs, or simply by the composition of the check, formed an additional offer. A person is pleasantly surprised that he is offered exactly what he needs. And you rejoice in the sale.

CRM for Sales: Key Opportunities

So let's sum it up. The introduction of a CRM system allows you to increase the efficiency of the sales department, as the routine is reduced and control is increased. Data in CRM allows you to easily and quickly:

• segment customers to create for individual segments individual offers, mailings. Segmentation can occur according to different criteria. For example, one can single out regular customers with low checks and develop a program for their development
• generate commercial offers based on templates with the inclusion of counterparty data
• form sales funnels in different sections - by products, regions, managers, etc.
• create reports and monitor up to 36 key indicators
• analyze the results, predict further sales
• prioritize tasks and activities
• receive reminders to contact the client
• exchange data between structural units
• distribute leads

We've looked at some of the aspects and features of CRM that can have a big impact on sales.

Why do you need a CRM software for sales?

Sales is the main tool for the development of any business. The general positive trend in Russian business- businessmen become more literate and in order to increase efficiency they begin to structure employees by departments. Each employee is assigned a specific set of tasks. Sales highlighted in separate direction. Any business benefits from this - in whatever area it works: the sale of building materials, the sale of petroleum products, the sale of equipment, or any other. CRM in trade is indispensable.

Each individual specialist and the entire sales department as a whole can sell more if business processes are properly built and automated. To reduce the risks associated with the human factor, it is necessary to implement a convenient CRM system for the sales department.

The main functions of the CRM system for the sales department

CRM system for sales departments should have the following features:

• maintenance and accounting of the client base, with the ability to set tasks, make notes, structure clients
• online access 24 hours a day from all types of devices
• flexible setting of access rights for employees of different levels
• the ability to analyze sales by managers, departments, companies

• integration with website, Google (Universal) Analytics, Livechat and other business applications
• API for custom system improvements
• integration with services for email and SMS marketing
• calls via IP telephony directly from the interface of the CRM system

Thanks to AmoCRM, the sales team can collect all requests in one place. Use the reminder system, so do not lose a single application. Lead each client, not forgetting to complete the necessary tasks on time. Work collectively on one application, for example, if a junior employee is unable to cope and needs help.

To analyze the work of the sales department in AmoCRM, the "Analytics" module was created. It allows the manager to understand the effectiveness of each employee, identify weaknesses by analyzing the sales funnel. amoCRM is a cloud-based CRM system that is available anywhere with an internet connection, so sales staff can enter information into CRM right in the middle of a meeting.

amoCRM easily integrates with your website, allowing you to receive leads from your website directly to your CRM system. To analyze the effectiveness of online sales, integration with Google (Universal) Analytics is provided. In addition, the CRM system is integrated with IP telephony for calls directly from CRM. With the help of amoCRM, the sales process is greatly simplified, and the number of successful transactions increases.

The increase in revenue is directly related to the management and control of the commercial department. In order for the work of employees to be visible, and for the manager to effectively manage the process and adjust it, CRM is needed.

The need for a CRM system for the sales department arises when the owner and managers begin to realize the following 4 points:

1. When processing the incoming flow of applications, leads begin to be lost, since there is no system for registering applications;

2. the tasks set for the transactions are not fulfilled or are fulfilled with a delay as a result of the "forgetfulness" of managers;

3. in conflict situations with buyers and sellers, it is impossible to listen to the recording of a telephone conversation;

4. It is impossible to track statistics on the actions taken by employees: the number of calls and their duration.

These 4 difficulties that arise at a certain stage of business development are just the first "heralds". In fact, to implement a CRM system for a department, you should not even wait for them. This is a very local approach.

CRM system for the sales department is a very powerful tool and leads to . The effect of its implementation averages 30%.

CRM system for the department solves 3 global goals.

1. Improving the quality and speed of processing initial applications

As well as increasing the loyalty of regular customers. This is due to the maximum development of the base. Smart software will simply not let you “forget” about the transaction and save information about all touches on the application. The correct setting allows one manager to work simultaneously with 400 clients and contributes to a turnover growth of at least 30%.

2. Process automation

Many processes need to be automated: and the establishment of deals for each application, the distribution of leads, correspondence, sending invoices / commercial offers, etc. The CRM system for the department does all this with ease. She herself will signal to the manager if the transaction task is “hanging” at some stage, send a reminder to the buyer on behalf of the seller, help create a wow effect when she informs the employee that the recipient has opened the letter and now is the time to call him.

3. Organization and control

These functions are implemented by the CRM system for the sales department through the ability to configure filters for group tasks and daily staff reporting. The first is necessary to focus the efforts of the department, the second - to analyze the state and make decisions to change the situation.

Now many companies automate business processes, and it is important to set everything up right at once. You need:

• Develop terms of reference for your needs (by reports / by functionality / by access rights).
• Develop manuals for employees of the department on working in the system.
• Include work in CRM as motivation.

It is important to understand that the statement - "small companies or businesses with a small number of customers do not need a CRM system for the sales department" is a myth. On the contrary, it is precisely these categories of enterprises that cannot afford to lose a single customer.

CRMsystem for the sales department: typical mistakes

CRM system for the sales department: control functions

Competent control by the head of the department contributes. This is where CRM comes in handy. In total, there are about 50 control functions. Let's take a look at a few of them.

1. Call listening function

Helps to control, train managers, correct errors in scripts. Its implementation is possible if you have integrated telephony and all the services necessary for quick dialing with a CRM system for the sales department. This feature is extremely important, as it is not only control. Recordings are used as material in internal trainings: the best and worst examples. They are also "material evidence" in conflict situations with buyers and managers.

2. The function of redistributing leads

Increases the percentage that the deal will be closed successfully if the manager is changed in a timely manner. If all the deadlines for receiving a clear answer from the buyer have expired, then it can be useful, as they call it in Western practice, "change voice", that is, change the performer. CRM for the sales department can do this automatically simply in accordance with the algorithms embedded in it and indicators of the length of the stages of the transaction.

3. ABCXYZ analysis function

It will help to define a buyer's portrait, segment customers, manage revenue volumes. From the CRM system for the sales department, data on the regularity and volume of purchases for each counterparty is uploaded. The same is done for the product. Then both buyers and products are ranked according to 2 criteria: volume and regularity of purchases. As a result, 9 groups are formed, for each of which certain decisions are made.

4. Objection handling function

It helps to analyze the reasons for refusals and find the necessary arguments to persuade you to buy. Depending on at what stage or for what reason the client refused to buy, a return strategy is developed. And where the lead is actually “stuck” is just easy to find out through the CRM system for the sales department.

5. The function of setting group tasks

Improves the quality and timeliness of service. This function of the CRM system for the sales department is difficult to overestimate, since it has the effect of instantaneous group organization of employees to perform a particular task. For example, you launch a marketing campaign, and in 2 clicks all employees involved in it receive the necessary scripts, contacts, letter templates and commercial offers.

6. Function "the best leads - to the best managers"

Lets get maximum profit and is a way to motivate employees. The CRM system for the sales department must be configured in such a way that it first segments leads according to the criterion of warmth: cold, warm, hot. And then distributed them on this basis among different employees. This way you can “reward” or even “fine” individual sellers. The latter implies deprivation of access to hot contacts.

7. Automatic email function

Allows you to attract new customers. A CRM system for a sales department can generally "sell" itself. You need to properly set up the mailing chains of letters for customers from whom you are waiting for a decision. Perhaps one of the letters will serve as a decisive factor for this category of consumers. This feature can also be used prior to the launch of a new upsell product to current customers.

CRM system for the sales department: reporting

You need to control the workflow with the help of reporting. In total, reports can track up to 36 key indicators. Mandatory in the commercial department must be formed:

• Daily reports of managers: payment plan for tomorrow, actual payment for today, payment plan for the week
• "Board" for the current date
• Sales channel reports
• Reports on deals with a specific status
• Reports on different funnel sections
• Customer cost
• Trade length
• Pipeline (list of deals in progress)
• Daily reports to monitor the work of managers
• Reports on the fact and payment plans

It is important to understand that the "reporting" potential of different CRM systems for the sales department can be judged on their quality and flexibility. Pay attention to whether it is possible to control indicators in dynamics using the software package you purchased. This is necessary in order to evaluate the effectiveness of the decisions made in terms of influencing various business processes.

CRM system for the sales department: setting up funnels

The head of the department should set up funnels in different sections:

→ For new clients
→ By current clients
→ By channels
→ By products
→ By target audience
→ By region
→ By employees

Funnels should analyze:

• funnel entrance
• output results
• total conversion
• conversion between stages
• funnel length
• the length of each stage of the funnel.

The data obtained makes it possible to decide where it is necessary to change, correct, improve the business process.

We want to immediately warn you that you do not fall into the other extreme. Without a CRM system, it is difficult for the sales department to develop. But it also makes no sense to purchase an overly complex CRM system for the sales department if the type of short deals prevails in the industry. It includes transactions up to 3 days long. In this case, a CRM system for the sales department with the ability to customize funnels may turn out to be an unnecessary luxury for you. Choose a product that will meet the real needs of the business. Such a CRM system for the sales department should maximize efficiency for transactions from the immediate category. Deferred demand in this case, most likely, is simply absent. And this means that if you do not sell, then in 5 minutes someone else will sell.

CRM system for the sales department: revenue and profit

The company's global goals are to increase turnover and profit. The work of CRM should contribute to obtaining the necessary data. So, to analyze the increase in revenue, it is necessary to obtain information about:

• the number of applications;
• the cost of circulation;
• the proceeds received;
• funnel conversions for new customers;
• quantitative indicators of managers' activity.

To control profit, you need to extract data on:

• number of applications by segments;
• segment conversions;
• profitability by segments;
• purchase price;
• effectiveness of different channels;
• plan / fact by margin in the context of managers.

Based on this information, algorithms, scripts and loyalty programs for profitable segments are developed, and a decision is made to abandon unprofitable ones.

In addition, in the settings of the service, you need to lay down the “ability” to evaluate segments by profitability, by the value of previous transactions with customers, and prioritize based on this data.

CRM system for the sales department: preparatory stage

The standard looks like this: sent offer received an answer (“yes” or “no”). However, some segments of the business are characterized by a preliminary assessment of the current state of the client. And this should be taken into account when choosing a program.

If you have non-standard stages of preparing a deal, do not agree with the developers' proposals to take a universal system. The settings will “fly”, and service support will require constant funding. Agree to "sew" a specific stage into the system.

CRM system for the sales department: work with current clients

3. Automatic "smart" work with leads. That is, CRM should be able to redistribute leads between sellers according to the degree of "warmth" depending on the qualifications of the employee, pick up requests with overdue tasks from some sellers and give them to others, help in the precise setting of group tasks for certain segments of the database.

CRM system for sales department

So, a CRM system is vital for the effective work of the sales department, full control, and reducing the negative impact of the human factor.

To avoid jambs, it is necessary to create instructions for personnel on working in the system. At the same time, entering data and order in CRM, at least for the first time, must be included in the employee motivation system - the payment of a soft salary will depend on this. It is important to wean sellers from keeping notes on paper and creating reports manually.

The system will be more efficient if it is integrated with IP telephony, a website, analytics from other systems, existing software (for example, 1 C).

It is important to use all available CRM functions for reporting, listening to calls, redistributing leads, analytics, setting group tasks, redistributing leads, etc.

Why are sales falling? Who among the leaders did not try to answer this question?

• we have a seasonal product, so the peak of purchases has decreased;
• we have high prices, and competitors are always dumping;
• we are not well known in the market, we are not trusted enough yet.

And only a few are looking for a problem in the sales process itself. How do most companies that do not use a CRM system work?

• the manager saw the application on the site, called, tried to close the person for sale;
• the client did not buy right away, promised to think about it, decided to compare the conditions on other sites and left;
• the manager received an initial refusal and forgot about the potential buyer.

Without CRM, there is no "follow-up system" in the firm. Meanwhile, there is a category of people who go to the purchase for a very long time, up to several months or a year. They will benefit from mailing, notifications about promotions, bonuses. This will allow them to buy from you when it becomes relevant for them.

Or another situation: you call a person and offer to use your service here and now. He asks you to call him back in a day, but you forget (lost the reminder sticker, accidentally deleted the contact from the phone). Potential client never becomes a real buyer.

What is useful in this regard CRM - system:

• you will never forget to call the client back;
• you will not schedule multiple calls for the same time;
• thanks to local time, you will not wake a person in the middle of the night with your call;
• you will be able to group the calls by importance and urgency: first we call Petya, who asked us for a commercial offer, and then Kolya, who still doubts the need for a purchase.

CRM allows you to build a system of constant contacts with each of the potential buyers of the company. The more you mess with the client, the more likely it is that he will buy from you, and from an unfamiliar company in the future.

Thus, you do not lose people who did not purchase your goods (services) the first time. Due to this, your sales are growing, despite the season and the presence of competitors.

CRM - the system allows you to personalize each customer, study his needs and wishes, get closer to him with the help of mailing letters and gain his trust.

What features should a good CRM system have?

• agreement card with the client - you put down the time and date that are convenient for your potential buyer to talk;
• a card for transferring a contact to certain hours - you will not have a situation when several important calls are assigned to the manager at 11 a.m. at once;
• module of daily tasks for each manager;
• the ability to track whether the email reached your client, whether he read it;
• differentiation of clients by importance and priority.

It would be useful to integrate the company's website with CRM and service Google Analytics. You will be able to track how many sales each manager makes during his working day.

Do you want to sell goods (services) without losing a single lead? Order the development of an individual system in TEO

Content

In the age of rapid computerization, you will not surprise anyone with the automation of business processes. Warehouse and accounting have become commonplace, but the interaction with customers in the old fashioned way is not taken into account, and this would help optimize the process of cooperation. For this, there are CRM systems - what it is is described below.

What is a CRM system

The concept came from of English language- Customer Relationship Management System - and literally means a customer relationship management system. A literal translation cannot convey the entire description, so you should understand in more detail. It is impossible to define the value of a CRM system in one word, since it is not even software, but a business planning model centered on the customer.

To implement this process, information is collected about each client of the company, and then used to build effective relationships with them. The business would not be effective if it did not prioritize profit, and the implementation of the CRM-system just brings dividends from working with clients. An individual program of cooperation with each customer helps to retain existing customers and expand the base by attracting new ones.

The CRM is part of the company's unified database and is a complex architecture. This helps to automate processes for working with customers, as a result of which the company is able to offer the client certain products or services at the exact time when they are needed. Such a concept, when the consumer is put in the foreground, and not the product, makes the company competitive in the market.

The CRM system architecture consists of the following modules:

• frontal part (provides service at points of sale);
• operational part;
• data store;
• analytical subsystem;
• distributed sales support system.

Free CRM system

The price of the systems varies greatly, but on the sites you can find free CRM systems, some of which are provided free of charge for permanent use, while others are only for the period of testing. Among the common ones are the following:

What is CRM for?

It is important for the company to ensure the coordinated work of all departments with customers. At this stage, it becomes clear why a CRM system is needed. Its implementation contributes to the organization of a joint approach to each customer, when in practice, for the most part, these departments work separately. The company only benefits from such mutually beneficial cooperation, since working in one bundle and in one direction not only increases the profit of the enterprise by reducing costs, but also helps to plan the company's future strategy.

Principles

The interaction of departments allows you to attract new customers and not lose old ones. This happens because each employee, referring to a single database, has the opportunity to see a detailed and complete picture of the buyer, on the basis of which a decision is made, which will be reflected in this database. All this is possible when the basic principles of CRM systems are observed:

• The existence of a common center where information is stored.
• The ability to interact with customers through all available communication channels: from telephone to social networks.
• Conducting a continuous analysis of the collected information to make a decision on the further work of the company.

Goals

If we talk about the goal of introducing CRM systems as a stage in the development of management, then customer satisfaction will come first, since the influx of new customers while maintaining existing ones helps the company to develop intensively by increasing the number of sales. This can be achieved by analyzing the relationship between the company and customers, maintaining a competent and balanced tariff policy and using the right trading tools.

Implementation of CRM

To begin with, you should carefully study the offers on the market, paying more attention to those products that are widely used. The introduction of CRM systems will require training of employees, and in order for this process to go as quickly as possible, it is worth choosing programs with a simple and understandable interface. In addition, entering information into the database should not be difficult and time-consuming, since there is a risk that company employees will refuse to work with it.

Before you finally purchase the selected CRM system, it is recommended to use the trial version, which in practice will help you understand how convenient it is to use the program. The more employees will be involved in the process, the more effective the testing will be. In the process, you can identify missing features that can be purchased from developers.

CRM for small business

Since a small business does not have a lot of money, at the initial stage it is extremely important to identify the functionality necessary for work. The right decision would be to purchase a CRM system designed for sales. Well if this program has a free period of use, since it will be possible to personally verify the need to use this product.

A small business CRM system should be simple and inexpensive. Priority should be given to those who have the opportunity to work via the Internet, to have interaction with services for sending letters, IP-telephony. You should not buy CRM systems that have a large number of functions that are unnecessary for doing business. Among the most popular are the following:

1. wire crm.
2. AmoCRM.
3. Megaplan.
4. Client base.

CRM system for business

The development of "cloud" technologies has contributed to the effective implementation of CRM for big business. Development can be carried out according to the characteristics of a single company. The system is used at all stages of economic activity, it helps to carefully analyze the entire process and properly organize the work of the company and its employees. With the help of CRM-systems, it is possible to record and plan not only sales, but also the material resources of the enterprise. They make it possible to conduct a correct marketing policy based on data analysis.

Types of CRM systems

If you determine what CRM systems are, then depending on functionality the following types can be distinguished:

• sales management;
• marketing management;
• control customer service and call centers.

Rating of CRM systems

What can influence the choice of CRM-system? First, the presence of certain functions that are present in the program. Secondly, it is the ease of use and the percentage of returns. The ability to use the product at any point, the successful organization of the work of the company's employees and the ability to plan business activities make the CRM system an indispensable assistant in doing business. There are many small business solutions on the market, large enterprises and corporations:

• AmoCRM. Designed for small and medium businesses. You can use it for free in test mode for the first two weeks. Used for customer service. It is possible with mobile application work anywhere online.
• Bitrix24. There is no possibility of test use. More suitable for large companies. With the help of a CRM system, you can not only segment customers, but also plan working time to keep in touch with employees. Two options for using the system have been developed: through installation or online.
• Pipedrive. There is a free trial for the first month. The interface of the program is very convenient and suitable for any business. Focusing on small and medium business, the developers did their best to eliminate unnecessary features from the CRM system, concentrating on sales. Operates through the "cloud" on the basis of services according to the SaaS model.
• Megaplan. A demo version is available in the first two weeks of work. Ideal for small and medium businesses. Helps to monitor the implementation of tasks assigned to employees of the company, to conduct client base and effectively plan business processes. It is installed on the company's server or works via the Internet.

Price

The full price of the CPM-system is calculated individually. In general terms, the price can be represented as a combination of several parameters - this is the cost of a license, implementation, training, and additional functions. The cost of introducing a product can be up to three times the cost of a license, but in most cases firms offer it at the level of 20-50%. Some include the cost of implementation in the cost of the license. Consulting services start at $25 per hour. Training of specialists and administrators depends on individual approaches.

The price of CRM-systems produced in Russia and foreign counterparts, excluding promotions (selectively):

How does a CRM system work?

The work of the CRM is simple, the only thing that needs to be done is the constant filling and updating of the database. To do this, you need to enter tasks here, display information about received calls and letters from customers. You need to complete as many tasks as you can, and try not to postpone tasks until a later time. You should constantly analyze in order to improve the work of the company.

CRM manager

The position of a specialist includes a number of activities, among which are the following:

• database management, keeping it up to date;
• interaction with clients and employees of the company;
• making a CRM decision;
• management of marketing projects, performance evaluation.

Client base

Applied software automates the workflow. With it, you can control the execution of tasks by employees in the context of the entire company as a whole. The complex organizes customer relationship management: stores information about each contact, accepts applications, makes mailings. This version of the CRM system has the ability to work with documentation and create reports.

Marketing

At the first stages, CRM for sales was created. Since the sale of goods is tied to consumers, marketing has actively joined this. With its help, all knowledge about the behavior of buyers is built, thereby exploring the needs of current and future customers. Ultimately, after analyzing all previous purchases, their number and the manifestation of interest in them, a specific offer is developed for a potential client.

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