【正文】 Proposal Development Qualification Identification Entrance Criteria = Stage 3 exit criteria Exit Criteria 1. Customer buys Thompson 2. Customer buys petitor 3. Customer does not buy at all Proposal Stage 4 85 KPIs: 1. Funnel Ratio 2. Close Rate 3. Participation Rate Opportunity Movement: Closed Won Proposal is accepted signed Closed Lost Competitor’s proposal is accepted signed Closed – No Deal Customer is not going to buy from anyone Closed: Won Lost No Deal Proposal Development Qualification Identification Closed Won Stage 5, Closed Lost Stage 6, Closed No Deal Stage 7 Entrance Criteria = Stage 4 exit criteria 86 Modules in CRM system Report Analysis Module Contact Module Leads Module Account Module Activity Module Campaign Module Equipment Module Opportunity Module Competitor Module 87 Competitors information Management 1. Create and Edit petitor information 2. Record of petitors’ equipments owned by our customers 3. Add petitors’ names into opportunity list 4. Analyze Competitor information 88 Modules in CRM system Report Analysis Module Contact Module Leads Module Account Module Activity Module Campaign Module Equipment Module Opportunity Module Competitor Module 89 Campaign Modules ?What do we want? ?Function ? Screen shooting ? Process maps brief 90 Campaign :What do we want? ?更科學(xué)、更有效、更精確地制定出本年度產(chǎn)品和市場(chǎng)活動(dòng)策略，最終達(dá)到 減少開(kāi)銷預(yù)算和提高企業(yè)獲得銷售線索和銷售機(jī)會(huì)的能力。 您可以快速查看所有活動(dòng) /接收的通信項(xiàng)（如電子郵件、電話聯(lián)絡(luò)和約會(huì)）。 71 Opportunity: assign to salesman Data Administrator 可按照 分公司經(jīng)理訂立的原則 ，將商機(jī)分派給不同區(qū)域或部門的銷售人員。 4. 市場(chǎng)銷售經(jīng)理會(huì)根據(jù)銷售線索的信息來(lái)屏蔽銷售噪音，篩選出合格的銷售線索。 3. 轉(zhuǎn)化為商機(jī)時(shí)，要求客戶，聯(lián)系人的信息必須齊全。 這些操作可以對(duì)單條記錄執(zhí)行也可以對(duì)多條記錄執(zhí)行。 47 Modules in CRM system Report Analysis Module Contact Module Leads Module Account Module Activity Module Campaign Module Equipment Module Opportunity Module Competitor Module 48 Leads Modules ? What do we want? ? Function ? Screen shooting ? Process maps brief ? Business Rules Highlights 49 Leads: What do we want? ? 需要收集銷售線索的完整信息 ? 記錄銷售線索的來(lái)源 ? 查詢到客戶、聯(lián)系人、商機(jī)是由什么銷售線索轉(zhuǎn)化而來(lái) ? 分析銷售線索的成功率 50 Leads Modules ? What do we want? ? Function ? Screen shooting ? Process maps brief ? Business Rules Highlights 51 Leads Module: Function 銷售線索 客戶 聯(lián)系人 商機(jī) 客戶 聯(lián)系人 52 ? What do we want? ? Function ? Screen shooting ? Process maps brief ? Business Rules Highlights Leads Modules 53 Input Leads into CRM 銷售線索獲?。? 銷售線索的來(lái)源 : 通過(guò)廣告、機(jī)手推薦、網(wǎng)站、口碑、公共關(guān)系或?qū)κ袌?chǎng)營(yíng)銷活動(dòng)的響應(yīng)中獲取銷售線索。 ? 部門間 共享 聯(lián)系人資料 ? 需記錄聯(lián)系人 背景信息 ? 需配合市場(chǎng)部門對(duì)機(jī)手俱樂(lè)部的機(jī)手 進(jìn)行集中管理 ? 客戶聯(lián)系人信息 查詢及更新 ? 需于推薦商機(jī)的聯(lián)系人，應(yīng)在系統(tǒng)內(nèi)記錄 ? 系統(tǒng)需支持聯(lián)系人批量導(dǎo)入功能 34 Contact Modules ?What do we want? ?Function ? Screen shooting ? Process maps brief ?Business Rules Highlights 35 Contact Module Function Basic information Contact background History Emails Documents Comments on customer Responsible salesman /team Multi contacts related to an Account Enquiry of current status: Activities Data duplication check Batch amendments Import/Export to Excel Contact Information Relationship Management Enquiry Data administration Contact Module Account Module Similar Function No Equip Opportunity enquiry No parent child relationship 36 ?What do we want? ?Function ? Screen shooting ? Process maps brief ?Business Rules Highlights Contact Modules 37 Contact Information 聯(lián)系人 常規(guī)信息 聯(lián)系人附件信息 聯(lián)系人更多地址 聯(lián)系人從業(yè)經(jīng)歷、背景信息 38 Contact: Data administration 批量編輯聯(lián)系人 合并重復(fù)聯(lián)系人 39 Contact: Access right 聯(lián)系人 權(quán)限控制 40 Contact Assign to responsible person 聯(lián)系人 分派 41 Import Contacts into CRM 導(dǎo)入聯(lián)系人 42 Contact Module: Enquire Export data 聯(lián)系人視圖 列表 輸出到Excel 聯(lián)系人 打印輸出 聯(lián)系人 高級(jí)查詢 聯(lián)系人報(bào)表 輸出 43 ?What do we want? ? Function ? Screen shooting ? Process maps brief ?Business Rules Highlights Contact Modules 44 Contact Module: Process Maps ?Main process map ? Add / Amend Contact information ? Delete a Contact ?Sub process maps ? Assign contacts by managers ? Import lists of Contact into system 45 ?What do we want? ?Function ? Screen shooting ? Process maps brief ?Business Rules Highlights Contact Modules 46 Contact : Business Rules Highlights 新建、修改聯(lián)系人規(guī)則 ?在 CRM中，聯(lián)系人必須與客戶賬戶相關(guān)聯(lián)。1 微軟 CRM及案例介紹