CPM Group Australia Sales Management System Improvement Report

Desklib provides past papers and solved assignments for students. This report analyzes CPM Group's sales process.

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SYSTEM
ANALYSI
S &
DESIGN
ASSIGN
MENT 1

1.0 Abstract
CPM Group Australia is a renowned sales and marketing company. The present managing
director is Mr Andrew Potter who supported CPM all the times and made it a success today.
But as the world is growing at a faster pace today, so CPM should also cope up with it and
improve its current level. To improve the particular issues such as sales management, a report
is developed which includes fact-finding approaches such as documentation review,
interviews, research, observations and questionnaires. It also includes time management plan
which has task sequencing and work breakdown structure. An AS IS diagram is used to
represent the overall sales process and to find any loopholes in the overall business process.
Finally, for Mr Andrew Potter and his company CPM Group, this overall process is expected
to improve the performance and advance the company’s business process.

Table of Content
1.0 Abstract................................................................................................................................2
2.0 Introduction..........................................................................................................................4
3.0 Time Management Plan.......................................................................................................5
3.1 Work Breakdown Structure..............................................................................................5
3.2 Task Sequencing Approach..............................................................................................6
3.2.1 PERT Chart...............................................................................................................6
3.2.2 Gantt Chart................................................................................................................8
4.0 Fact-Finding.........................................................................................................................9
5.0 Organisation Chart.............................................................................................................13
6.0 AS IS Process.....................................................................................................................15
7.0 Report to Top Management...............................................................................................16
8.0 Conclusion..........................................................................................................................18
9.0 References..........................................................................................................................19
10.0 Appendix..........................................................................................................................20
List of Figures
Figure 1: Work Breakdown Structure Diagram.........................................................................5
Figure 2: Pert Chart....................................................................................................................6
Figure 3: Gantt Chart.................................................................................................................8
Figure 4: Questionnaires Form.................................................................................................11
Figure 5: Organisation Chart CPM Group Australia...............................................................13
Figure 6: AS IS Process Diagram sales....................................................................................15

2.0 Introduction
CPM Group Australia, a member of CPM
International Group, was founded in 1994 and
is currently headquartered in Wantirna South,
VIC. It is a sales & marketing group that
provides outsourced sales services, Business to Business & Business to Customer sales, retail
marketing services and training solutions (About Us, 2019). CPM Australia operates with
brands including CPM and Retail Safari under a group structure. CPM offers a variety of
services including direct sales and contact centres. CPM provides Training Solutions,
Creative Solutions, Merchandising, Retail Activation, Assisted Selling, Local Marketing,
Direct Sales, Contact Centre and Analytics. The present managing director of CPM Group
Australia is Mr Andrew Potter & CFO is Mr Stephen Shipperlee. Direct sales are managed by
Mr Paul Crummy. There is a wide competition when it comes to sales & so CPM Group
Australia also have a tough competition with various other sales companies which are – AI
Marketing & BSM Solutions Pvt Ltd (CPM Australia, 2019).
CPM Group Australia is a very big company but still, it is lacking behind in managing its
sales process. So, to improve the current management of sales we will be proposing a new
sales management system which will help CPM get on track.
With the help of this report, the CPM Group Australia will be analysed, finding problems &
matters that happen through the business process. Firstly, in the report, a time management
plan with work breakdown structure and task sequencing will be included. After that, the
fact-finding plan will be developed which will help in analysing the current position of CPM.
Next comes the organisation chart which will include an interview plan of two working
professionals from CPM Group Australia. Further, an AS IS a Process will be included for
the working of the sales process in CPM and then, in the end, a report to the top management
will be created.

3.0 Time Management Plan
It is the managing of the time spent on project tasks & activities and making progress. A good
time management plan requires all project activities to be planned, scheduled, monitored and
controlled. There are several elements which are included in the time management plan
which helps in completing the project on time. The elements of the time management plan are
Work Breakdown Structure & Task sequencing approach which includes Pert Chart and
Gantt Chart (Larson and Gray, 2017).
3.1 Work Breakdown Structure
WBS is a way to accomplish a complex, multi-step project. It's a way to divide and conquer
big projects to accomplish things faster and more effectively. It is a hierarchical tree-like
structure that summaries & breaks down the project into smaller & more manageable phases.
Below is the work breakdown structure with the description in the table
(workbreakdownstructure, 2019).

Figure 1: Work Breakdown Structure Diagram
3.2 Task Sequencing Approach
The task sequencing approach is important for time management planning as it helps in
visually representing project details and information included in the work breakdown
structure. Pert Chart & Gantt Chart are a part of the task sequencing approach methodology.
The below mentioned Pert chart & Gantt chart successfully displayed all the required
activities and timeframes. This sequencing process helps in ensuring that every task gets
completed on time (Larson and Gray, 2017).
3.2.1 PERT Chart
Figure 2: Pert Chart
Activity Activity Activity Description Duration Start End Status

No. Name (In days) Date Date
1 Planning This is the phase where all
the planning related to the
project defining,
scheduling tasks,
feasibility, staff allocation
and launch planning will
take place.
9 01-
04-
2019
11-
04-
2019
2 Analysis This is the phase where all
the requirement analysis is
done. It also includes
defining the system
requirements and also
prioritization of
requirements. Also, all the
management
recommendations are also
analysed in this phase.
12 12-
04-
2019
29-
04-
2019
3 Design This is the designing
phase of the project where
designing of the project
architecture, user interface
and wireframe design,
prototype design and
database design is
included.
15 30-
04-
2019
02-
05-
2019
4 Development
& Testing
In this the software
development is initiated &
with every built data is
verified and the system is
tested. If any errors are
there, the re-development
process occurs until a fully
20 21-
05-
2019
17-
06-
2019

developed project is not
ready.
5 Project
Launch
Finally, the project launch
is initiated and then a final
report is submitted. Users
are trained to use the
software and all the setting
up of the project starts.
5 18-
06-
2019
24-
06-
2019
6 Support &
Maintenance
This phase is the support
phase where any problems
arising while using will be
solved. Any other
maintenance issue will be
taken care of in this phase.
Further updates of the
software will also be
included in this phase.
1 25-
06-
2019
25-
06-
2019

3.2.2 Gantt Chart
ID Task
Mode
Task Name Duration Start Finish
0 Sales
Management
System
62 days? Mon
01-04-19
Tue
25-06-19
1 1. Planning 9 days Mon 01-04-19Thu 11-04-19
2 1.1 Project
Defining
2 days Mon
01-04-19
Tue
02-04-19
3 1.2 Scheduling 2 days Wed 03-04-19Thu 04-04-19
4 1.3 Feasibility 1 day Fri 05-04-19 Fri 05-04-19
5 1.4 Staff
allocation
3 days Sat
06-04-19
Tue
09-04-19
6 1.5 Launch
planning
2 days Wed
10-04-19
Thu
11-04-19
7 2. Analysis 12 days Fri 12-04-19 Mon 29-04-19
8 2.1
Requirement
gathering
2 days Fri 12-04-19 Mon
15-04-19
9 2.2 Defining
system
requirements
3 days Tue
16-04-19
Thu
18-04-19
10 2.3 Priority
requirements
2 days Fri 19-04-19 Mon
22-04-19
11 2.4
Management
review
5 days Tue
23-04-19
Mon
29-04-19
12 3. Design 15 days Tue 30-04-19Mon 20-05-19
13 3.1 Designing
the project
architecture
3 days Tue
30-04-19
Thu
02-05-19
14 3.2 UI &
wireframes
designing
3 days Fri 03-05-19 Tue
07-05-19
15 3.3 System
interface
desiging
4 days Wed
08-05-19
Mon
13-05-19
16 3.4 Design
prototyping
3 days Tue
14-05-19
Thu
16-05-19
17 3.5 database
designing
2 days Fri 17-05-19 Mon
20-05-19
18 4. Development
& Testing
20 days Tue
21-05-19
Mon
17-06-19
19 4.1 Software
development
8 days Tue
21-05-19
Thu
30-05-19
20 4.2 Verifying
data & testing
4 days Fri 31-05-19 Wed
05-06-19
21 4.3 UI testing 4 days Thu 06-06-19Tue 11-06-19
22 4.4 Update 4 days Wed 12-06-19Mon 17-06-19
23 5. Project Launch 5 days Tue 18-06-19Mon 24-06-19
24 5.1 final
report
submission
1 day Tue
18-06-19
Tue
18-06-19
25 5.2 User training2 days Wed 19-06-19Thu 20-06-19
26 5.3 Setting up
software
2 days Fri 21-06-19 Mon
24-06-19
27 6. Support &
Maintenance
1 day? Tue
25-06-19
Tue
25-06-19
28 6.1 User support1 day Tue 25-06-19Tue 25-06-19
29 6.2 software
maintenance
30 6.3 Updating
software
01 04 07 10 13 16 19 22 25 28 01 04 07 10 13 16 19 22 25 28 31 03 06 09 12 15 18 21 24 27 30 03 06 09 12 15 18 21
April 2019 May 2019 June 2019 July 2019
Figure 3: Gantt Chart

4.0 Fact-Finding
The gathering of information is referred to as fact-finding. It helps in discovering facts with
the use of inquiry and investigation. During this process information is gathered by using
questionnaires, research, observations, interview and documentation review. With this
process, we will be able to understand all the business processes followed by the CPM Group
in depth. Each subprocess of the fact-finding investigates a particular part of the business
organisation. At the completion of the fact-finding, all the techniques and processes will be
analysed deeply which will help to develop a business process diagram.
4.1 Interviews
To collect information the most used technique is an interview. The main aim of the
interview is to verify, clarify, find, identify, motivate and gather ideas and views. With the
help of the interviews, we can get much relevant information and actual condition of the
business. For this phase, interviews will be conducted with the CFO & Direct sales manager
to get their views on the business process followed by the CPM Group. Several interview
questions are mentioned below.
 What is the current sales process in CPM?
 What is your role in the current sales process?
 What are the problems which are faced by the company due to sales?
 Are sales being managed properly?
 What business functions does the current system support?
 Are there any important sections that need improvement within your business
process?
 Rate the current sales management system out of 5?
 Ultimately, how does the major problem affect all your other sales process?
 What are some of the flaws in the current business process being followed?
 What are your expectations with the new proposed sales management system?
 Is the sales management problem causing other problems in the business process?
 What options have you tried solving this issue?
 Any recommendations from your side?
4.2 Documentation Review

It is the structured review of the documentation of the business process followed. These
include previous assumptions, project files, contractual agreements, project files and all other
types of data that is required in planning, especially in risk analysis (Effective Document
Review, 2019). With the reviewing of the documentation of the CPM Group, it will provide a
good understanding of the business process and also all reveal the problems and issues within
the company and its process and improvements to be made. The documentation review is an
important process as it provides us with the full foundation of the business on which it works.
4.3 Observations
Observation is a key tool in this fact-finding section. The major observation was related to the
sales management system. The current system is really time-consuming, less accurate & less
efficient. There is also a lot of paperwork with slow data processing. Also, there is a
difficulty in keeping the old records. An improvement in this system is required.
4.4 Questionnaires
A questionnaire, also referred to as a survey, is a document that contains a number of
standard questions that can be sent to various employees working in the company to get the
information required with the help of questionnaires it will be easier to know what the
employees think of the current system and all the views related to the new proposed system.
There are several questions which can be included in the questionnaires:
 How happy are you with the business process followed?
 Are sales being managed properly?
 Rate the current sales management system out of 5
 Are the customers being managed properly?
 Do you have a problem with the CPM Group business process?
 Is the business process (sales) successful at CPM Group Australia?
 Any recommendations to improve the current business process.

Figure 4: Questionnaires Form
4.5 Research
Research is the last approach in the fact-finding. It is an important approach as it can help in
determining all the crucial areas in the business process. Good research includes all the key
aspects related to the company’s other factors as well, such as competitors in the market,
customer satisfaction, future predictions and past work go through. With the research process,
we can understand all the different types of issues that might be there in the CPM Group
business process. Research also helps in increasing public awareness to a greater extent. The
research comes after all the initial fact-finding which includes interviews, observations,
documentation reviews and survey (Jorgensen, 2009).
4.6 Fact-Finding Plan
Fact-Finding Objective Obtained Information Examples Priority