tailieunhanh - Sales Opportunity in Management

Tất cả những nỗ lực đưa ra để thành công trong việc hoàn thành một bán sẽ không được hiệu quả nếu khách hàng có tiềm năng cao nhất để đóng một thỏa thuận không được xử lý một cách thích hợp. Nó tương tự như một vận động viên có tiềm năng hay tài năng để chạy bị lãng quên vì một cuộc đua và không được quan tâm đúng. | Part II SALES FORCE ACTIVITIES Chapter 3: Sales Opportunity in Management Sales Opportunity Management Generating New Accounts Managing Existing Accounts Personal Time Management Sales Versus Profits Generating New Accounts What Creates Satisfied Customers? Acquiring New Customers Mergers and Acquisitions Introducing New Products Increasing Business with Existing Customers 42% 42% 10% 15% Prospect Profile Disposable Medical Supply Distributor Multiple-practice physician office Internal medicine, family practice Suburban location New practice -- less than 5 years Good credit history Currently purchases from a full-service distributor Siebel Systems, Inc.: Opportunity Assessment Is There an Opportunity? 1 Customer’s Application or Project 2 Customer’s Business Profile 3 Customer’s Financial Condition 4 Access to Funds 5 Compelling Event Developing a Prospect List 1. Direct Inquiry Advertising Direct Mail Trade publications Trade shows 2. Directories – Thomas Register 3. Referrals 4. Cold Canvassing Qualifying Prospects 1. Needs for your products/services 2. Authority to make purchase 3. Credit rating & ability to pay 4. Rating scale applied to characteristics by each salesperson Siebel Systems, Inc.: Assessing the Opportunity Is There an Opportunity? 1 Customer’s Application or Project 2 Customer’s Business Profile 3 Customer’s Financial Condition 4 Access to Funds 5 Compelling Event Can We Compete? 6 Formal Decision Criteria 7 Solution Fit 8 Sales Resource Requirements 9 Current Relationship 10 Unique Business Value Can We Win? 11 Inside Support 12 Executive Credibility 13 Cultural Compatibility 14 Informal Decision Criteria 15 Political Alignment Is it Worth Winning? 16 Short-Term Revenue 17 Future Revenue 18 Profitability 19 Degree of Risk 20 Strategic Value Managing Existing Accounts Is the account too small? Table 3-1 Computing the Cost per Call for an Industrial Products Salesperson Compensation Salary, commissions, and bonus $69,035 Fringe benefits (hospital, | Part II SALES FORCE ACTIVITIES Chapter 3: Sales Opportunity in Management Sales Opportunity Management Generating New Accounts Managing Existing Accounts Personal Time Management Sales Versus Profits Generating New Accounts What Creates Satisfied Customers? Acquiring New Customers Mergers and Acquisitions Introducing New Products Increasing Business with Existing Customers 42% 42% 10% 15% Prospect Profile Disposable Medical Supply Distributor Multiple-practice physician office Internal medicine, family practice Suburban location New practice -- less than 5 years Good credit history Currently purchases from a full-service distributor Siebel Systems, Inc.: Opportunity Assessment Is There an Opportunity? 1 Customer’s Application or Project 2 Customer’s Business Profile 3 Customer’s Financial Condition 4 Access to Funds 5 Compelling Event Developing a Prospect List 1. Direct Inquiry Advertising Direct Mail Trade publications Trade shows 2. Directories – Thomas Register 3. Referrals 4. .