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

Age

Gender

Percentage

Age%

M%

F%

18-25

9%

9%

18%

26-33

19%

25%

44%

34-44

13%

19%

32%

3%

3%

6%

14

18

44%

56%

100%

45
Above
Total

The Table 4.0 shows the age range of the respondents. Majority (44%) of the
respondents belong to the 26-33 age range. The 34-44 year olds comes next which

comprises 32% of the total respondents. The lowest percent goes to 45 year olds and
above which only comprises 6% of the total sample population. Out of the 32
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

13

41%

Married

19

59%

Total

32

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 41% single and 59% married.

Table 6.0
Respondents Length of Service

Years

No. of Respondents

Percentage

0 1 Years

16

50%

2 3 Years

12

38%

4 5 Years

12%

6 Years and above

0%

Total

32

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 32 total sample
population, 16 have served 0 1 years in the company (50%), 12 have served 2 3
years in the company (38%), 4 have served at least 4 5 years (12%) and no one has
served more than 6 years.

2. Problems of the Existing System

Table 7.0
Problems Encountered by the Respondents

Problems
5
There is no clear
sales process to
follow and guide
the agents in
closing every
sale.
Keeping track of
the prospect and
client lists are
done manually by
agents.

Number of
Respondents
Criteria
4
3
2

Percentage
Total
1

Criteria
4
3
2

Total
%
1

24

32

75% 16% 3%

6%

0% 100%

19

12

32

59% 38% 3%

0%

0% 100%

Difficult and time

consuming in
manually keeping
track of all
schedules and
appointments.

13

18

32

41% 56% 0%

3%

0% 100%

Inability of
managers to keep
track of the
agents sales
activities.

23

32

72% 25% 3%

0%

0% 100%

Storage of files is
susceptible to be
damaged as well
as lost of files.

15

14

32

47% 44% 9%

0%

0% 100%

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 (75%) of the total respondents strongly agree that there is no clear sales
process to follow and guide the agents, while only 6% disagree.
More than half (59%) 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 (41%) of the respondents strongly agree that the manual way of
keeping schedules and appointments are difficult and time consuming, while only 3%
disagreed.
A vast majority (72%) 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 32 total sample population surveyed, almost half (47%) 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.

3. Effectiveness of the Proposed System

Table 7.0
Mean Summary of the Existing and the Proposed System

Criteria

Existing System

Proposed
System

Accuracy

3.19

4.91

Reliability

2.56

4.91

Efficiency

2.50

4.63

Speed

2.31

4.94

User-Friendliness

2.22

4.47

Average Mean

2.56

4.77

Table 7.0 presents the mean summary of the existing and the proposed online
system.
With an average mean of 2.56 for the existing system and 4.77 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.

4. Summary of ROI and Payback Period

Table 8.0
Summary of CBA

COST DESCRIPTION

AMOUNT IN PESO

Total Hardware Development Cost

Add: Total Software Development Cost
TOTAL DEVELOPMENT COST

P 0.00
P 27,000.00
P 27,000.00

Total Present Annual Supplies Cost

Add: Total Present Electric Consumption
TOTAL PRESENT ANNUAL OPERATING COST

P 26,587.75
P 5,588.35
P 32,176.10

Total Proposed Annual Supplies Cost

Add: Total Proposed Web Services Cost
Add: Total Proposed Electric Consumption
TOTAL PROPOSED ANNUAL OPERATING COST

P 10,349.30
P 3,500.00
P 5,868.29
P 19,717.59

Total Present Annual Operating Cost

Less: Total Proposed Annual Operating Cost
TOTAL ANNUAL COST SAVINGS

P 32,176.10
P 19,717.59
P 12,458.51

Payback Period
Net Present Value

1 Year and 11 Months

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.

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.
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 design 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
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
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
Web Browser

Microsoft Windows 98 or higher

Internet Explorer or Mozilla Firefox

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.

Chapter V

SUMMARY OF FINDINGS, CONCLUSION AND RECOMMENDATIONS

This chapter discusses the summary, conclusion and recommendation of the
software Online Sales Force 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.

Findings
Based on the results gathered, the following findings are thereby presented:

1. There were a total of 32 respondents in which 8 are managers, 6 are staffs and
18 are sales agents. Majority are female, married, served 0-1 year in the
company and belong to the 26-33 age group. There are 56 percent females and
44 percent males. There are 59 percent married and 41 percent single. In the
age group of respondents, there are 18 percent 18-25 year olds, 44 percent are
26-33 year olds, 32 percent are 34-44 and only 6% belong to the 45 year olds
and above.
2. A vast majority 75% strongly agreed to the problems encountered with the
existing system while only 6% 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.

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.
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.