computer aided selling (CAS)

Computer Aided Selling(CAS) includes all activities in sales and distribution. However, it requires a change in many parts of coordination, organization and information, not least in the communication and information systems of conventional sales companies.

When CAS systems are introduced, employees should be prepared for computer-assisted selling. The introduction should be done step by step. The advantages of such a system should be made clear to the employees, since a CAS system can only be used successfully if the employees make use of the advantages. They lie above all in the cooperation between the individual departments, namely in the conception, realization and implementation of sales campaigns. This includes market research, marketing, controlling, shipping and invoicing.

Computer Aided Selling is sales support where the sales or sales person can access basic material as an argumentation aid and is supported by the CAS system with competitor evaluations, spreadsheets, argumentation lists, automatic quotation generation and much more. Computer Aided Selling can be done offline via advertising campaigns, direct mail and telephone canvassing, but also online via the Internet. In this case we speak of e-sales.