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Chapter IV
PRESENTATION OF DATA, INTERPRETATION OF RESULTS
AND SOFTWARE PRODUCT ANALYSIS
This chapter presents the data gathering of the study, interpretation of the results
from the conducted survey and the software product analysis.
1. Demographic Profile of the Respondents
Table 4.0
Age and Gender of the Respondents
AgeMale Female
Age%
M % F %
18-25 7 11% 6 10% 21%
26-33 11 18% 14 23% 41%
34-44 7 11% 10 17% 28%
45
Above2 4% 4 6% 10%
Total 27 44% 34 56% 100.00%
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The Table 4.0 shows the age range of the respondents. Majority (41%) of the
respondents belong to the 26-33 age range. The 34-44 year olds comes next which
comprises 28% of the total respondents. The lowest percent goes to 45 year olds and
above which only comprises 10% of the total sample population. Out of the 61
respondents surveyed, 44% are males while 56% are females which means majority of
the total sample population are females.
Table 5.0
Respondents’ Civil Status
Status No. of Respondents Percentage
Single 27 44%
Married 34 56%
Total 61 100%
Table 5.0 presents the frequency and percentage distribution of the respondents’
civil status. The table shows that majority of the respondents are married while the
minority are single. The frequency is distributed to 44% single and 56% married.
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Table 6.0
Respondents Length of Service
Years No. of Respondents Percentage
0 – 1 Years 22 36%
2 – 3 Years 25 40%
4 – 5 Years 8 14%
6 Years and above 6 10%
Total 61 100%
Table 6.0 shows the frequency and percentage distribution of the respondents
according to their length of service in the company. Out of the 61 total sample
population, 22 have served 0 – 1 years in the company (36%), 25 have served 2 – 3
years in the company (40%), 8 have served at least 4 – 5 years (14%) and 6 have
served more than 6 years (10%).
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2. Problems of the Existing System
Table 7.0
Problems Encountered by the Respondents
ProblemsCriteria
Total
5 4 3 2 1N % N % N % N % N % N %
There is no clear sales process to follow and guide the agents in closing every sale.
40 66% 18 30% 2 3% 1 1% 0 0% 61 100%
Keeping track of the prospect and client lists are done manually by agents.
31 51% 29 48% 1 1% 0 0% 0 0% 61 100%
Difficult and time consuming in manually keeping track of all schedules and appointments.
30 49% 31 51% 0 0% 0 0% 0 0% 61 100%
Inability of managers to keep track of the agents’ sales activities.
38 63% 22 36% 1 1% 0 0% 0 0% 61 100%
Storage of files is susceptible to be damaged as well as lost of files.
35 57% 22 36% 4 7% 0 0% 0 0% 61 100%
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Table 7.0 shows the common problems encountered with the existing manual
system of the agency and the respondents’ rating for each problem, where the scale of
5 means strongly agree while the scale 1 refers to strongly disagree.
Majority (66%) of the total respondents strongly agree that there is no clear sales
process to follow and guide the agents, while only 1% disagree.
Around half (51%) of the total respondents strongly agree that keeping track of
the prospect and client lists are slow and difficult due to the manual way of listing the
names. No one (0%) disagreed.
Almost half (49%) of the respondents strongly agree that the manual way of
keeping schedules and appointments are difficult and time consuming. No one (0%)
disagreed.
A vast majority (63%) of the sample population strongly agree that the inability of
managers to keep track of the agents’ sales activities is a big problem with no one (0%)
disagreeing.
Out of the 61 total sample population surveyed, more than half (57%) strongly
agree that the storage of files are susceptible to damage while nobody (0%) disagreed.
The table clearly shows that a vast majority of the respondents strongly agree to
the problems encountered with the manual system of the agency.
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3. Effectiveness of the Proposed System
Table 7.0
Mean Summary of the Existing and the Proposed System
Criteria Existing System Proposed System
Accuracy 2.66 4.89
Reliability 2.26 4.87
Efficiency 2.15 4.69
Speed 2.05 4.85
User-Friendliness 1.97 4.59
Average Mean 2.22 4.78
Table 7.0 presents the mean summary of the existing and the proposed online
system.
With an average mean of 2.22 for the existing system and 4.78 for the proposed
system, the table clearly illustrates how it is more effective than the manual system in
terms of accuracy, reliability, efficiency, speed and user-friendliness.
With the summary of the table, it only shows that the proposed system is indeed
feasible for implementation and effective for the life insurance agency.
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4. Summary of ROI and Payback Period
Table 8.0
Summary of CBA
COST DESCRIPTION AMOUNT IN PESO
Total Hardware Development CostAdd: Total Software Development CostTOTAL DEVELOPMENT COST
P 0.00P 27,000.00P 27,000.00
Total Present Annual Supplies CostAdd: Total Present Electric ConsumptionTOTAL PRESENT ANNUAL OPERATING COST
P 26,587.75P 5,588.35
P 32,176.10
Total Proposed Annual Supplies CostAdd: Total Proposed Web Services CostAdd: Total Proposed Electric ConsumptionTOTAL PROPOSED ANNUAL OPERATING COST
P 10,349.30P 3,500.00P 5,868.29
P 19,717.59
Total Present Annual Operating CostLess: Total Proposed Annual Operating CostTOTAL ANNUAL COST SAVINGS
P 32,176.10P 19,717.59P 12,458.51
Payback Period 1 Year and 11 Months
Net Present Value P 1,031.65
Table 8.0 presents the summary of Cost Benefit Analysis. (CBA). The payback
period of the company is within 1.84 years and the Net Present Value is P1,031.65 in 1
year and 11 months of payback period.
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Existing System
The inability of the managers to track the sales activities of the agents serves as
a burden for the existing manual system. The lack of scientific sales process to follow
also results to fewer sales of the agents. In most cases, there is a clear lack of
performance in terms of speed and tracking of activities with the existing system.
Need to Develop the Proposed System
With the numerous problems encountered by the respondents and the need to
maximize the sales potential of the agency, it is evident that there is a need to develop
an effective online sales management system for the agency.
Prospective User and Beneficiaries
The prospective users who are the agents and managers of the agency can
benefit a lot from the proposed system. The proposed system can provide easily
accessibility and tracking of activities for the managers resulting to a more efficient
relationship between agents and superiors. It will also provide the agents with vital tools
that can maximize their sales potential and increase the chances of closing every sale.
The implementation of the proposed system will minimize paper works and therefore
simplify and drastically improve the focus of managers and staffs in keeping track of
agents’ sales.
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Components of the Proposed System
The proposed system has the following features and functions to maximize the
sales potential of the agency:
General Features:
Secure Login. The system has a secured login interface provided for managers
and users to prevent unauthorized persons from accessing the system.
Menu-Driven. The software has menus or list of options for different categories
that leads to different locations depending on the desired purpose.
Keyboard-Driven. The users will be able to access the system through the
keyboard when accessing their desired information in the system.
Mouse-Driven. The software can be explored and accessed using a point and
click device such as the mouse.
User-Friendliness. The proposed system is designed such that the average
user of a computer can easily use or operate it without problems.
Functions of the Proposed System
The proposed system which is an online sales management system supports
various functions needed to maximize the sales potential of the agency such as online
tools for agents to help them in closing every sale, online tracking of sales activities of
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agents for the managers and a detailed step by step walkthrough of the stages in a
sales process for agents.
Software Development
Software development is the process of developing a system to meet the
requirements of the end users. The process includes system analysis, design,
programming, testing, security and back-up.
Design. The software design is specifically targeted to managers and sales
agents of an insurance agency. The organization of components is analyzed well and
designed to meet the requirements of a system needed by people in the life-insurance
industry.
Programming. The proposed system is programmed using PHP for the server
side scripting and takes advantage of MySQL for the database. Both languages are
open-source as it does not aim to increase the cost of users, in fact, the languages are
free and is backed by a large online community. JavaScript is also used in the proposed
system for the client side scripting as well as Ajax.
Testing. The proposed system has been tested before deployment to ensure
that the system is free from bugs and if there are features to be added or modified and
errors to be resolved.
Security and Backup. The proposed system is secured such that access to the
system requires an account with a password that is only exclusive to managers and
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agents. Backup of the system files can be done regularly depending on the need of the
user.
Hardware Requirements:
Processor Pentium III or higher
Hard Disk Space 5GB or higher
Memory Capacity 128 MB or higher
Monitor SVGA Monitor (600 x 800 and 32-bit color)
Keyboard Standard keyboard
Mouse Scroll ball or optical mouse
Printer Inkjet Printer
Software Specification:
Operating System Microsoft Windows 98 or higher
Web Browser Internet Explorer or Mozilla Firefox
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Technical and Operational Feasibility
Based on the survey method of research which the proponents have conducted,
the proposed system is feasible for implementation because it has been proven to be
effective in terms of accuracy, reliability, efficiency, speed, and user-friendliness.
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Chapter V
SUMMARY OF FINDINGS, CONCLUSION AND RECOMMENDATIONS
This chapter discusses the summary, conclusion and recommendation of the
software “Online Sales Management System”.
Summary
It has always been the aspiration of humankind to create devices that would
simplify the work of people. With the invention of computers, many businesses have
taken the leap to implement automated systems as to maximize the productivity of their
business in terms of efficiency, speed, accuracy and most importantly the long term
cost.
Apparently, a majority of agencies are still using the manual system in their sales
force, so the researchers decided to propose and develop an online sales force
management system that would maximize the sales potential of each agency while
being able to keep track of all the sales activities of agents online. All these with the use
of data gathering and statistical tools such as surveys and interviews, the researchers
are able to determine the difference and measure the effectiveness of the existing and
the proposed online system.
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Findings
Based on the results gathered, the following findings are thereby presented:
1. There were a total of 61 respondents in which 7 are managers, 8 are staffs and
46 are sales agents. Majority are female, married, served 2-5 years in the
company and belong to the 26-33 age group. There are 56 percent females and
44 percent males. There are 56 percent married and 44 percent single. In the
age group of respondents, there are 21 percent 18-25 year olds, 41 percent are
26-33 year olds, 28 percent are 34-44 and only 10 percent belong to the 45 year
olds and above.
2. A vast majority 66% strongly agreed to the problems encountered with the
existing system while only 1% disagreed, which means there is indeed a need to
change the current manual system of the insurance agency.
3. The manual system does not provide agents with tools to maximize the sales
potential of each agent. The current system is not capable of tracking the sales
activities of agents and provides a possibility of loss of files.
4. The solution to the problems encountered with the manual system is to develop
an online sales force management system for the agency.
5. The proposed online sales force management system is feasible for
implementation.
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Conclusions
Based on the findings, the researchers come up with the following conclusions:
1. The proposed online system will be a big improvement over the existing manual
system such that every agent will be easily tracked by managers and can easily
be guided in all their sales activities. Aside from the tracking, the ease of being
able to access the system anywhere as long as there is an internet access
serves as freedom for the managers to work wherever they want.
2. The proposed system will be a substantial improvement over the current system
for agents such that all of their sales will be based on the scientific stages of the
sales process. The implementation of the new system can therefore maximize
the sales potential of each agent.
3. As a whole, the proposed system and the existing system have a tremendous
distinction. The difference from the traditional to the proposed system is truly
beneficial to the company, managers, employees and agents.
Recommendations
Based on the results of the findings and conclusions gathered, the researchers
would like to recommend the following:
1. The proponents recommend that the company consider the proposed online
system to increase the number of individual sales of agents and also maximize
the full sales potential of its sales force.
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2. The proponents recommend the proposed system be implemented by the
managers, agents and staffs because it is more productive and more capable of
delivering quality performance in sales.
3. The proponents recommend that future researchers continue to improve the
proposed system.
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