微軟crm介紹及案例講解-文庫吧在線文庫
【正文】 vity Module: Process Maps ?Main process map ?Create an Activity ?Modify and Execute Activity ?Delegate and Reassign an Activity ?Review Activities 120 ?What do we want? ?Function ? Screen shooting ? Process maps brief ?Business Rules Highlights Activity Modules 121 Activity : Business Rules Highlights 活動(dòng)分派提醒 當(dāng)經(jīng)理指派新的活動(dòng)給銷售人員時(shí) ,系統(tǒng)將會(huì)自動(dòng)發(fā)送一條短信給銷售人員 ,每當(dāng)用戶登陸系統(tǒng)時(shí) ,會(huì)收到一個(gè)關(guān)于當(dāng)天新活動(dòng)的提醒 . 過期的活動(dòng)提醒 系統(tǒng)流程會(huì)自動(dòng)發(fā)送提醒分公司經(jīng)理過期的活動(dòng) 拒絕該項(xiàng)活動(dòng)提醒 假如無法完成該項(xiàng)指派的任務(wù) ,或者需要上級(jí)經(jīng)理的幫助才能完成，他 /她可以拒絕該份活動(dòng)并發(fā) EMAIL給經(jīng)理。 商機(jī)當(dāng)前所處的銷售階段 ? 贏得商機(jī)的概率 ? 預(yù)期收入 74 Opportunity: reports Sales by Sales Stage: Identification Qualification Development Proposal Closed Analyze the sales of each salesmen in different phase Forecast the sales by Months 80 ?What do we want? ?Function ? Screen shooting ? Process maps brief ?Business Rules Highlights Opportunity Modules 81 Entrance Criteria: Customer uses our type of product or our type of service and is willing to work with us Exit Criteria 1. Customer is in market 2. Customer is willing to have Dealer Sales Person call on them 3. Customer has reason to buy within a specific time frame Opportunity movement: Disqualify (close no deal) 1. Does not wish to work with us (or vice versa) 2. We cannot satisfy their requirements 3. They have no reason to act Promote 1. Have pleted the exit criteria Closed Proposal Development Qualification Identification Identification Stage 1 82 Opportunity Movement: Demote 1 Customer or us have issues with reason to buy, working with use or if he is in market disqualify / Close 1. Does not wish to work with us (or vice versa) 2. We cannot satisfy their requirements 3. They have no reason to act Promote 1. Have pleted the exit criteria Closed Proposal Development Qualification Identification Entrance Criteria = Stage 1 exit criteria Qualification Stage 2 Exit Criteria 1. Identify buyers/influencers 2. Business requirements are identified (prospects needs) 3. Dealer solution type application is identified 4. The customer decision process is known 5. Initiate Financial discussion/payment type 83 Opportunity Movement: Demote 1 Customer or us have issues with Identifying buyers, business requirements, solution type, decision process or Initiate Financial discussion/payment type Disqualify/Close 1. Does not wish to work with us (or vice versa) 2. We cannot satisfy their requirements 3. They have no reason to act Promote 1. Have pleted exit criteria Closed Proposal Development Qualification Identification Development Stage 3 Entrance Criteria = Stage 2 exit criteria Exit Criteria 1. Customer verbally mits to solution 2. Solution (Price, Configuration, Delivery Time, T/C) is developed and orally agreed to by the buyer/influencer 3. Nonstandard contract terms are resolved 84 Opportunity Movement:: Demote 1 Customer or us have issues with solution, verbal mittment, T/C Disqualify / Close 1. Does not wish to work with us (or vice versa) 2. We cannot satisfy their requirements 3. They have no reason to act Promote 1. Have pleted exit criteria Close 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 Modul
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