Basics of CRM Marketing

Recently I was talking with a friend who is running SMS Marketing activities against his CRM system. He came up with some ideas how to run it effectively. His company is a Chinese local baby products company that produces and sells formula milk, baby food, baby clothes etc. The ideas are to

1. Collect the customer contacts (most are mom’s contacts) and products (an easy remember shorten product SKU) sold from sales rep distributed in the stores in the country. Save the contacts and products into CRM.
2. A report in CRM is generated to show the products (e.g. formula milk) the mom bought last time should be consumed soon.
3. CRM system can allow sales manager to send a SMS including a coupon code to mom’s mobile.
4. The mom can get a price discount when she goes to any store to buy the products specified in the coupon.
5. The clerk of the store has to submit the request with the coupon code to CRM system to claim the amount deducted.
6. A report in CRM is generated to show how much sales volume and revenue brought in by the SMS marketing activities.
7. An analytic in CRM is generated to show sales revenue increased vs. amount deducted vs. ROI by the SMS marketing activities.

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