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Chapter IV
This chapter presents the data gathering of the study, interpretation of the results
Table 4.0
Male Female
Age Age%
M % F %
45
2 4% 4 6% 10%
Above
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
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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
Table 5.0
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.
Table 6.0
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Years No. of Respondents Percentage
0 – 1 Years 22 36%
2 – 3 Years 25 40%
4 – 5 Years 8 14%
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
years in the company (40%), 8 have served at least 4 – 5 years (14%) and 6 have
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Table 7.0
Criteria
Total
Problems
5 4 3 2 1
N % N % N % N % N % N %
There is no clear
sales process to
follow and guide 40 66% 18 30% 2 3% 1 1% 0 0% 61 100%
the agents in
closing every
sale.
Keeping track of
the prospect
and client lists
31 51% 29 48% 1 1% 0 0% 0 0% 61 100%
are done
manually by
agents.
Difficult and time
consuming in
manually
keeping track of 30 49% 31 51% 0 0% 0 0% 0 0% 61 100%
all schedules
and
appointments.
Inability of
managers to
38 63% 22 36% 1 1% 0 0% 0 0% 61 100%
keep track of the
agents’ sales
activities.
Storage of files
is susceptible to
be damaged as 35 57% 22 36% 4 7% 0 0% 0 0% 61 100%
well as lost of
files.
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
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Majority (66%) of the total respondents strongly agree that there is no clear sales
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
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
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Table 7.0
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
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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Table 8.0
Summary of CBA
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
Existing System
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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.
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
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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The proposed system has the following features and functions to maximize the
General Features:
Secure Login. The system has a secured login interface provided for managers
Menu-Driven. The software has menus or list of options for different categories
Keyboard-Driven. The users will be able to access the system through the
Mouse-Driven. The software can be explored and accessed using a point and
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
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Software Development
requirements of the end users. The process includes system analysis, design,
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
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:
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Processor Pentium III or higher
Software Specification:
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
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Chapter V
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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
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
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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
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
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
4. The solution to the problems encountered with the manual system is to develop
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
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able to access the system anywhere as long as there is an internet access
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
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
Recommendations
Based on the results of the findings and conclusions gathered, the researchers
1. The proponents recommend that the company consider the proposed online
system to increase the number of individual sales of agents and also maximize
managers, agents and staffs because it is more productive and more capable of
proposed system.
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