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Large Finance Company Builds Ideal Sales Force Automation Tool by Harnessing Dataflow

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Executive Summary

It was in the year 2007 when Diamond Lease and UFJ Central Leasing joined hands with each other to create the Mitsubishi UFJ Lease & Finance Company. The main motive behind the amalgamation was to expand the company's reach to grow into a comprehensive finance company. In order to fulfill its motive the company developed a new sales force automation tool which would enable the sales persons to strengthen the point of contact with customers as well as operational capabilities and methodology. This case study discusses the role that Microsoft Dynamics CRM (Customer Relationship Management) played in helping them achieve their ultimate goal. After indulging in detailed market study Mitsubishi UFJ & Finance decided to make use of Microsoft Dynamics CRM, primarily because of its ease of integration with Microsoft Office system. This new tool would give them more features and capabilities, along with allowing them to connect with other solutions that employees used on a daily basis. Some of the other reasons why Mitsubishi UFJ & Finance selected Microsoft Dynamics CRM were that it paid close attention to the employees' needs and placed a priority on broad user adoption as all these features were not available in their traditional sales automation process. With this new sales automation tool in place the users have noticed improved productivity solution because the system allows the employees to make better and faster management decisions.

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