US6067525A — Integrated computerized sales force automation sy…

Claim 1

Independent Claim 109 words

A computer implemented sales system used to facilitate a sales process, the system comprising: a plurality of subsystems configured to facilitate one or more actions performed during at least one phase of the sales process; and an event manager, coupled to the subsystems, the event manager detecting one or more changes in state characteristic of an event occurring within the system, inferring occurrence of the event and a context in which the event occurred based at least in part on the detected changes in state, and automatically initiating an operation in one or more particular subsystems of the computer to facilitate a new action based on the inferred context.

Claim 2

Dependent Claim 109 words

A computer implemented sales system used to facilitate a sales process, the system comprising: a plurality of subsystems configured to facilitate one or more actions performed during at least one phase of the sales process; and an event manager, coupled to the subsystems, the event manager detecting one or more changes in state characteristic of an event occurring within the system, inferring occurrence of the event and a context in which the event occurred based at least in part on the detected changes in state, and automatically initiating an operation in one or more particular subsystems of the computer to facilitate a new action based on the inferred context.

Claim 3

Dependent Claim 23 words

A system as recited in claim 1, wherein the inferred context includes information related to at least one phase of the sales process.

Claim 4

Dependent Claim 25 words

A system as recited in claim 1, wherein the inferred context includes information related to whether a previous event has occurred in the sales process.

Claim 5

Dependent Claim 79 words

A system as recited in claim 1, further comprising: a first memory storing a plurality of rules, each rule indicating at least one subsequent action to be taken by a subsystem of the sales system upon occurrence of a corresponding event occurring in a particular context; and a decision subsystem configured to identify a rule stored in said first memory corresponding to the inferred context and for initiating the operation in the particular subsystem based on the identified rule.

Claim 6

Dependent Claim 47 words

A system as recited in claim 1, wherein the plurality of subsystems comprises: a time with customer subsystem configured to convert a lead to a buying customer, so as to close a sale; and a lead generation subsystem configured to convert a name to a potential customer.

Claim 7

Dependent Claim 56 words

A system as recited in claim 1, wherein the plurality of subsystems comprises; a time with customer subsystem configured to convert a lead to a buying customer, so as to close a sale; and an order management subsystem configured to convert the sale such that a product or service delivered matches a product or service sold.

Claim 8

Dependent Claim 53 words

A system as recited in claim 1, wherein the plurality of subsystems comprises: a time with customer subsystem configured to convert a lead to a buying customer, so as to close a sale; and a customer retention subsystem configured to convert an existing customer into a lead, so as to generate repeat sales.

Claim 9

Dependent Claim 57 words

A system as recited in claim 1, wherein the plurality of subsystems comprises: a time with customer subsystem configured to convert a lead to a buying customer and prompting the buying customer to make a buying decision, so as to close a sale; and a self management subsystem configured to assist a salesperson in managing sales information.

Claim 10

Dependent Claim 44 words

A system as recited in claim 1, wherein the plurality of subsystems comprises: a time with customer subsystem configured to convert a lead to a buying customer, so as to close a sale; and a training subsystem configured to provide training to a salesperson.

Claim 11

Dependent Claim 50 words

A system as recited in claim 1, wherein the plurality of subsystems comprises: a time with customer subsystem configured to convert a lead to a buying customer, so as to close a sale; and a sales management subsystem configured to assist a sales manager in managing a plurality of salespeople.

Claim 12

Dependent Claim 46 words

A system as recited in claim 1, wherein the plurality of subsystems comprises: an order management subsystem configured to ensure that a product or service delivered matches a product or service sold; and a self management subsystem configured to assist a salesperson in managing sales information.

Claim 13

Dependent Claim 50 words

A system as recited in claim 1, wherein the plurality of subsystems comprises: a lead management subsystem configured to manage a conversion of a lead to a prospect and of the prospect to a buying customer, and a self management subsystem configured to assist a salesperson in managing sales information.

Claim 14

Dependent Claim 21 words

A system as recited in claim 1, wherein the inferred event is the occurrence of a phase of the sales process.

Claim 15

Dependent Claim 22 words

A system as recited in claim 1, wherein the inferred event is distributed among at least two of the plurality of subsystems.

Claim 16

Dependent Claim 24 words

A system as recited in claim 14, wherein the inferred context includes information related to the subsystems among which the inferred event is distributed.

Claim 17

Dependent Claim 24 words

A system as recited in claim 15, wherein the inferred context includes an identification of the subsystems among which the inferred event is distributed.

Claim 18

Dependent Claim 20 words

A system as recited in claim 1, wherein the inferred event is contained within one of the plurality of subsystems.

Claim 19

Dependent Claim 24 words

A system as recited in claim 17, wherein the inferred context includes information related to the subsystem in which the inferred event is contained.

Claim 20

Dependent Claim 24 words

A system as recited in claim 18, wherein the inferred context includes an identification of the subsystem in which the inferred event is contained.

Claim 21

Independent Claim 104 words

A method of facilitating a sales process using a computer arrangement having a plurality of subsystems configured to facilitate one or more actions performed during at least one phase of the sales process, the method comprising the steps of: automatically detecting one or more changes in state characteristic of an event occurring in the sales process; inferring occurrence of the event and a context in which the event occurred based at least in part on the detected changes in state; and automatically initiating an operation in one or more particular subsystems of the computer to facilitate a new action based on the inferred context.

Claim 22

Independent Claim 104 words

A method of facilitating a sales process using a computer arrangement having a plurality of subsystems configured to facilitate one or more actions performed during at least one phase of the sales process, the method comprising the steps of: automatically detecting one or more changes in state characteristic of an event occurring in the sales process; inferring occurrence of the event and a context in which the event occurred based at least in part on the detected changes in state; and automatically initiating an operation in one or more particular subsystems of the computer to facilitate a new action based on the inferred context.

Claim 23

Dependent Claim 44 words

A method as recited in claim 20, further comprising the steps of: determining whether a prescribed event occurred in the sales process prior to the inferred event; and indicating as at least part of the inferred context whether the prescribed event has previously occurred.

Claim 24

Dependent Claim 43 words

A method as recited in claim 20, further comprising the steps of: inferring the occurrence of an event while a salesperson is with a customer; and using the particular subsystem to facilitate an action taken while managing an order made by the customer.

Claim 25

Dependent Claim 41 words

A method as recited in claim 20, further comprising the steps of: inferring occurrence of an event while converting a name into a customer; and using the particular subsystem to facilitate an action taken while a salesperson is with the customer.

Claim 26

Dependent Claim 23 words

A method as recited in claim 20, wherein the inferred context includes information related to at least one phase of the sales process.

Claim 27

Dependent Claim 21 words

A method as recited in claim 20, wherein the inferred event is the occurrence of a phase of the sales process.

Claim 28

Dependent Claim 22 words

A method as recited in claim 20, wherein the inferred event is distributed among at least two of the plurality of subsystems.

Claim 29

Dependent Claim 24 words

A method as recited in claim 26, wherein the inferred context includes information related to the subsystems among which the inferred event is distributed.

Claim 30

Dependent Claim 24 words

A method as recited in claim 27, wherein the inferred context includes an identification of the subsystems among which the inferred event is distributed.

Claim 31

Dependent Claim 20 words

A method as recited in claim 20, wherein the inferred event is contained within one of the plurality of subsystems.

Claim 32

Dependent Claim 24 words

A method as recited in claim 29, wherein the inferred context includes information related to the subsystem in which the inferred event is contained.

Claim 33

Dependent Claim 24 words

A method as recited in claim 30, wherein the inferred context includes an identification of the subsystem in which the inferred event is contained.

Claim 34

Dependent Claim 71 words

A method as recited in claim 30, further comprising the steps of: storing a plurality of rules in a memory, each rule indicating at least one subsequent action to be taken by a subsystem of the sales system upon occurrence of a corresponding event occurring in a particular context; and identifying a rule corresponding to the inferred context; and initiating the operation in the particular subsystem based on the identified rule.

Claim 35

Dependent Claim 37 words

A method as recited in claim 20, further comprising the steps of: inferring occurrence of an event while converting a name to a potential customer; and using the particular subsystem to convert a lead to a customer.

Claim 36

Dependent Claim 44 words

A method as recited in claim 20, further comprising the steps of: inferring occurrence of an event while converting a lead to a buying customer; and using the particular subsystem to convert an existing customer into a lead, so as to generate repeat sales.

Claim 37

Dependent Claim 48 words

A method as recited in claim 20, further comprising the steps of: inferring occurrence of an event while converting a lead to a buying customer and prompting the buying customer to make a buying decision; and using the particular subsystem to assist a salesperson in managing sales information.

Claim 38

Dependent Claim 36 words

A method as recited in claim 20, further comprising the steps of: inferring occurrence of an event while converting a lead to a buying customer; and using the particular subsystem to provide training to a salesperson.

Claim 39

Dependent Claim 41 words

A method as recited in claim 20, further comprising the steps of: inferring occurrence of an event while converting a lead to a buying customer; and using the particular subsystem to assist a sales manager in managing a plurality of salespeople.

Claim 40

Dependent Claim 44 words

A method as recited in claim 20, further comprising the steps of: inferring occurrence of an event while ensuring that a product or service delivered matches a product or service sold; and using the particular subsystem to assist a salesperson in managing sales information.

Claim 41

Dependent Claim 48 words

A method as recited in claim 20, further comprising the steps of: inferring occurrence of an event while managing a conversion of a lead to a prospect and of the prospect to a buying customer; and using the particular subsystem to assist a salesperson in managing sales information.

Claim 42

Dependent Claim 127 words

A computer implemented sales system used to facilitate a sales process, the system comprising: a plurality of subsystems configured to electronically facilitate actions performed during the sales process; and an event manager coupled to the subsystems and configured to detect one or more changes in state characteristic of an event occurring in the system, infer occurrence of the event and a context in which the event occurred based at least in part on the detected changes in state, link the inferred event with an action to be performed during the sales process based on prior sales experience using the sales system, and automatically initiate an operation using one or more of the plurality of subsystems to facilitate the action to be performed based on the inferred context.

Claim 43

Dependent Claim 127 words

A computer implemented sales system used to facilitate a sales process, the system comprising: a plurality of subsystems configured to electronically facilitate actions performed during the sales process; and an event manager coupled to the subsystems and configured to detect one or more changes in state characteristic of an event occurring in the system, infer occurrence of the event and a context in which the event occurred based at least in part on the detected changes in state, link the inferred event with an action to be performed during the sales process based on prior sales experience using the sales system, and automatically initiate an operation using one or more of the plurality of subsystems to facilitate the action to be performed based on the inferred context.

Claim 44

Dependent Claim 15 words

A system as recited in claim 40, wherein the event manager comprises an expert system.

Claim 45

Dependent Claim 59 words

A system as recited in claim 40, wherein the event manager comprises an expert system configured to automatically monitor events occurring in the sales process, identify which events lead to a desired outcome in a use of the sales system, and produce a knowledge database for use in subsequent operations as the prior sales experience using the sales system.

Claim 46

Dependent Claim 73 words

A system as recited in claim 42, wherein the expert system comprises: a knowledge database configured to store information related to the prior sales experience using the sales system; means for realizing an implication of the information stored in the knowledge database; and means for strategizing a desirable subsequent action based on the implication of the information stored, wherein the operation automatically initiated by the event manager carries out the desirable subsequent action.

Annuity Stage	Window Opens	Payment Deadline	Surcharge Period Until	Estimated Fee	Status
3.5 Years (Year 4)	2003-05-23	2003-11-22	2004-05-23	$2000.00	Window Closed / Lapsed
7.5 Years (Year 8)	2007-05-23	2007-11-22	2008-05-23	$3760.00	Window Closed / Lapsed
11.5 Years (Year 12)	2011-05-23	2011-11-22	2012-05-23	$7700.00	Window Closed / Lapsed

Integrated computerized sales force automation system

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