Cosies Insulation: Sales Management Software Report

This report details the development of sales management software for Cosies Insulation, a company focused on home insulation. The report begins with an introduction outlining the company's existing operational challenges and the need for an automated system. It then presents a work breakdown structure (WBS), a system vision statement, and a stakeholder analysis, identifying key individuals and their roles. The report also includes an elicitation section detailing the methods used to gather requirements, a product backlog with user stories, and a prioritization matrix. Key use cases are defined to illustrate system functionality, and the report concludes with references and an appendix containing a project journal documenting the assignment's progress. The report aims to provide a comprehensive overview of the project, from initial planning to implementation, demonstrating a clear understanding of business analysis principles.

Cosies Insulation
Report
3/26/2019

Cosies Insulation
Table of Contents
Introduction...........................................................................................................................................2
Work Breakdown Structure...................................................................................................................2
System Vision Statement.......................................................................................................................3
Purpose..............................................................................................................................................3
Product Overview..............................................................................................................................3
Rationale............................................................................................................................................3
Benefits.............................................................................................................................................3
Stakeholder Analysis.............................................................................................................................3
Elicitation..............................................................................................................................................5
As-Is Process Flow Diagram.................................................................................................................5
Product Backlog....................................................................................................................................5
Prioritization......................................................................................................................................6
Key Use Cases.......................................................................................................................................7
References.............................................................................................................................................9
Appendix.............................................................................................................................................10
Project Journal.................................................................................................................................10
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Cosies Insulation
Introduction
Cosies Insulation is an organization that installs insulation in homes and is in existence since
past three years. The company has a call centre with 20 members and the sales staff
comprises of 8 members. There are certain issues that have emerged for the sales and call
centre staff members in terms of business operations and data handling issues. The company
has decided to implement automated sales management software that will be utilized by the
members of the call centre to record information and make phone calls. The report includes
the details of the system in terms of the work breakdown structure, system vision, stakeholder
details, product backlog, elicitation, and use cases.
Work Breakdown Structure
2
Sales
Management
Software
Planning
Scope
Management
Estimations
Requirements
gathering and
analysis
Risk and
communication
management
Stakeholder
analysis
Milestone 2:
Project Plan
Execution
Product Backlog
Design of the
system
Development as
per user stories
Unit testing
Milestone 3:
Source code
Control and
Closure
Testing &
Implementation
Change
Management
Security Audits
and Legal
compliance
Performance
evaluation
Go-live
Closure report
Milestone 4:
Closure Report
Initiation
Feasibility
Analysis
High-level
requirements
Compilation of
results and
briefing
Milestone 1:
Project Brief

Cosies Insulation
System Vision Statement
Purpose
The purpose of the vision statement is to provide the highlight of the system being developed
and the justification & benefits associated with it.
Product Overview
Cosies Insulation has decided to implement automated sales management software that will
be utilized by the members of the call centre to record information and make phone calls. The
users that will be provided with the access to the system will include admin, call centre staff,
sales representative, and manager (Kryjak and Komorkiewicz, 2013).
The product will primarily serve the purpose of tracking and managing the sales data and it
will also include the option for the call centre staff members to contact the customers.
Rationale
There are several issues that are present in the existing system. There are issues of data loss
that have been reported and these issues may cause legal obligation to the organization and
may also lead to the emergence of trust issues among the customers. There are also data
management issues that have emerged in the system. It is necessary that an automated system
is developed for the organization so that these issues are resolved and enhanced capabilities
are offered to the users (Kuruzovich, 2013).
Benefits
There are several benefits that the system will offer to the organization and its users.
 The sales data will be automatically handled and there will be no issues of data loss or
leakage.
 The sales tracking will become easier and the sales patterns may also be determined.
 The staff members will be able to contact the customers using the system which will
ensure that the process is streamlined and is simplified (Matsuo, 2009).
Stakeholder Analysis
Stakeholder Role Contribution Influence Interest Type of
Communication
RACI
Category
Cosies The request for High High High Weekly R, A, I
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Cosies Insulation
Insulation
(Project
Sponsor)
the sales
management
software will
be put by the
stakeholder
and the
business case
along with the
necessary
funds will be
given.
communication
using progress
reports and tele-
conferencing
tools.
Use of emails
for unplanned
communication
s
End-Users –
Sales
representatives,
call centre
staff,
management
The users will
provide their
expectations
from the new
system and the
issues in the
present system
that need to be
resolved. The
work flows and
details of
business
operations will
also be
provided
(Boesso and
Kumar, 2016)
Moderate High High Use of
elicitation
techniques as
interviews,
surveys, group
discussions, and
brainstorming
for information
collection.
C, I
Customers of
Cosies
Insulation
The customers
will provide
the feedback
on the business
operations and
services of the
Low High Moderate Use of surveys
to collect the
feedback
I
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Cosies Insulation
organization
after the
implementation
of the new
system.
Supplier
Groups
The
stakeholders
will deliver the
required tools
and equipment.
High Low Moderate Emails and tele-
conferencing
meetings
C
Project
Manager &
Team
The
stakeholder
group will
carry out the
managerial and
operational
activities to
develop and
deploy the
sales
management
software
(Rusconi,
2018).
High Moderate Moderate Daily progress
reports, daily
team meeting,
emails
R, A, C, I
Project
Steering
Committee
The review and
control
activities along
with
confirmations
and
authorisations
on the project
will be carried
out by this
Moderate High Low Weekly
communication
using progress
reports and tele-
conferencing
tools.
Use of emails
for unplanned
communication
A, I
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Cosies Insulation
group. s
Elicitation
The following elicitation techniques shall be used to collect the information from the
stakeholders:
 Interview: There shall be personal interviews arranged with the employees and the
interview questions shall be prepared in advance. The conduction of the interviews
shall take place to make sure that the stakeholder expectations and details are
obtained.
 Group discussions: There may also be discussions conducted with the stakeholder
groups including employees, customers, and Project Sponsor to understand the current
issues and expectations from the system (Sood and Arora, 2012).
 Brainstorming Sessions: These sessions shall be organized with the staff there may be
new ideas and concepts that may be identified.
 Surveys: The conduction of the surveys shall be done from all the end-users to reach
to a wide audience and collect information on the system.
As-Is Process Flow Diagram
Product Backlog
User
Story ID
Requirement
1 As a Sales Representative, I would like to have the ability to login to sales
management software to access the information and functions.
2 As a Sales Representative, I would like to view the ranking of the sales lead
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Cosies Insulation
value to prioritize the sales activities accordingly (Hudda, Mahajan and Chopra,
2016).
3 As a Sales Representative, I would like to access the sales lead and residential
data on the mobile device so that I can perform work from any location and
remain available at all times.
4 As a Sales Representative, I would like to access the sales lead and residential
data on the mobile device on the basis of postcode filter and view the data with
leads geolocation markings so that I can identify the sales areas and customer
groups accordingly.
5 As a Sales Representative, I would like to enter the measurement details and
specifications of the insulation requirements on the mobile device and receive
quotations so that I may close the sales accordingly (Sobiech, Eilermann and
Rausch, 2016).
6 As a Call Centre Staff member, I would like to have the ability to login to sales
management software to access the information and functions.
7 As a Call Centre Staff member, I would like to have the ability to make calls
using the software so that the issues of manual operations are avoided.
8 As a Call Centre Staff member, I would like to have the ability to view the calls
history and phone script to prioritize the calls accordingly.
9 As a Manager, I would like to have the ability to login to sales management
software to access the information and functions.
10 As a Manager, I would like to generate reports from the software and apply
filters on them to track the sales and call centre performance (Ghai and Kaur,
2012).
11 As an admin, I would like to have the ability to login to sales management
software to access the information and functions.
12 As an admin, I would like to have the ability to add, delete, and modify the user
information to manage the users.
Prioritization
User Story ID Must (M) Should (S) Could (S) Won’t (W)
1 X
2 X
3 X
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Cosies Insulation
4 X
5 X
6 X
7 X
8 X
9 X
10 X
11 X
12 X
The requirements assigned under Must (M) category shall be given the priority over the
requirement placed under Should (S) category.
Key Use Cases
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Cosies Insulation
Use Case ID Name Description
U1 Login The users of the system as sales representative, call
centre staff member, admin, and manager will be
the actors involved in the use case and they shall
have the ability to securely login to the sales
management system to access the information and
functions.
U2 Make Calls Call centre staff and the system will be the actors
involved in the use case. The call centre staff
members shall have the ability to make calls
through the system (Misbhauddin and Alshayeb,
2013).
U3 View Sales Lead
Rank
The sales representative and the system will be the
actors involved in the use case. The user shall be
able to view the ranking of the sales lead value to
prioritize the sales activities accordingly
U4 Close Quotations The sales representative and the system will be the
actors involved in the use case. The user shall be
able to enter the measurement details and
specifications of the insulation requirements on the
mobile device and receive quotations so that sales
may be closed accordingly.
U5 Generate Report The manager and the system will be the actors
involved in the use case. The user shall be able to
generate reports from the software and apply filters
on them to track the sales and call centre
performance (Bhuiyan, Haque and Shabnam,
2018).
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Cosies Insulation
References
Bhuiyan, M., Haque, F. and Shabnam, L. (2018). Integration of Organisational Models and
UML Use Case. Journal of Computers, 13(1), pp.1-17.
Boesso, G. and Kumar, K. (2016). Examining the association between stakeholder culture,
stakeholder salience and stakeholder engagement activities. Management Decision, 54(4),
pp.815-831.
Ghai, S. and Kaur, J. (2012). Analysis of User Requirements Gathering Practices in Agile and
Non-Agile Software Development Team. International Journal of Computer Applications,
58(8), pp.13-18.
Hudda, S., Mahajan, R. and Chopra, S. (2016). Prioritization of User-Stories in Agile
Environment. Indian Journal of Science and Technology, 9(45).
Kryjak, T. and Komorkiewicz, M. (2013). Hardware-software vision system for moving
people counting based on 3D information. Image Processing & Communications, 18(2-3),
pp.71-81.
Kuruzovich, J. (2013). Sales Technologies, Sales Force Management, and Online
Infomediaries. Journal of Personal Selling & Sales Management, 33(2), pp.211-224.
Matsuo, M. (2009). The Influence of Sales Management Control on Innovativeness of Sales
Departments. Journal of Personal Selling & Sales Management, 29(4), pp.321-331.
Misbhauddin, M. and Alshayeb, M. (2013). Extending the UML use case metamodel with
behavioral information to facilitate model analysis and interchange. Software & Systems
Modeling, 14(2), pp.813-838.
Rusconi, G. (2018). Ethical Firm System and Stakeholder Management Theories: A Possible
Convergence. European Management Review.
Sobiech, F., Eilermann, B. and Rausch, A. (2016). Using Synergies between User Stories in
Scrum. Lecture Notes on Software Engineering, 4(2), pp.91-94.
Sood, V. and Arora, M. (2012). Comparison of Requirements Elicitation Techniques.
International Journal of Advances in Computing and Information Technology, 1(4), pp.378-
387.
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Cosies Insulation
Appendix
Project Journal
Number Date Activity Explanation Status
1 Week 1 Business Case
Analysis
The analysis of the Cosies
Insulation business case was
done in this week to understand
the requirements
Completed with
Success
2 Week 2 Feasibility
Determination
and Briefing
The feasibility of the system
requested along with the
briefing was done
Completed with
Success
3 Week 3 Planning The estimations of the system
along with planning of the
various project areas
In-Process
4 Week 4 System Design Designing of the system as per
responsive design technique
Pending – To be
Executed
5 Week 5 System
Development
Development of the source
code
Pending – To be
Executed
6 Week 6 Testing &
Implementation
Testing of the system
comprising of functional and
non-functional testing
Pending – To be
Executed
7 Week 7 Closure Closure activities Pending – To be
Executed
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