文档介绍：你所不知道的PPT
大客户销售运营
大家来找茬~~
此表格意在展示:来自其他产品线产品的强势增长弥补了由于零部件的短缺造成的效率下滑
Alarm & detection 2,551 958
Broad diffusion 5,303 2,400
IR sensors 2,372 827
Chloride 1,524 () 624
Bulk chloride 1,270 () 641
Parts 152 () () (15) ()
Design 691 5 () 138
Total 13,863 100 () 5,573 100
产品
1991 Sales ($000)
Sales % of Total
1987-91 CAGR (Real %)
GM (%)
GM ($000)
GM % of Total
关键的,期望呈现的信息被淹没在数字之中
Source: Annual Division Budget
举例
大家来找茬~~
此图意在说明:最近设计的流程由四个部分组成
Extensive customer analysis
Customer service and support requirements
Detailed internal diagnostic
Time spent by activity by responsibility
Capacity of the system
Current contact model does not have capacity to serve all customers adequately
Several low value areas consume time
TSE time consumed by activities which could be handled more efficiently by other resources
No sales growth from current model
Lots of opportunity to leverage other resources, like CAS
Most customers receptive to mendations that allow us to leverage sales force time
Analysis
Findings
Customer
Technical Assistance
Technical Assistance
Ordering
Technical
Assistance
Technical
Assistance
ES
CAS
TSE
CSR
DM
Plant
Price Concessions
Group
Price
Concessions
Expediting
Price
Concessions
Expediting
Ordering
ASP selling/implementation
ISP selling
Quoting/cross-referencing
Expediting
Technical assistance in person
Rotational calls
Availability
Expediting
Price concessions
anizational Structure
VP and Director, MWS Division
VP, National Sales
Telemarketing
Manager (1)
Zone Managers (5)
CAS
Manager
(1)
CAS Reps (4)
District
Managers
(30)
ESs
(46)
TSEs (186)
TSRs (23)
CS Manager
(1)
VP, National Sales
CAS Manager
Financial
Analyst
Team Leader
Technical Engineers
Remote
Technical Engineers
Customer Service Reps
CAS Reps
Quoting
Availability
Current Contact Model
Proposed Contact Model
Zon