【文章內(nèi)容簡(jiǎn)介】 eads Module: Business Rules Highlights 1. 凡是推薦獲得的銷售機(jī)會(huì)，必須要先在 CRM系統(tǒng)中創(chuàng)建銷售線索，并記錄推薦人信息。 2. 每當(dāng)新建銷售線索，需要給銷售線索的負(fù)責(zé)人發(fā)送電郵進(jìn)行提醒。 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。 ? 線索主題：銷售線索主題以后可以在系統(tǒng)中轉(zhuǎn)化為商機(jī)。 ? 公司名稱：公司名稱可以轉(zhuǎn)化為客戶名稱。 ? 聯(lián)系人：可以轉(zhuǎn)化為聯(lián)系人信息。 4. 市場(chǎng)銷售經(jīng)理會(huì)根據(jù)銷售線索的信息來屏蔽銷售噪音，篩選出合格的銷售線索。 61 Modules in CRM system Report Analysis Module Contact Module Leads Module Account Module Activity Module Campaign Module Equipment Module Opportunity Module Competitor Module 62 Opportunity Modules ? What do we want? ? Function ? Screen shooting ? Process maps brief ?Business Rules Highlights 63 Opportunity: What do we want? ?需要收集商機(jī)的完整信息 ?及時(shí)獲取商機(jī)跟蹤信息 ?預(yù)測(cè)商機(jī)的銷售收入，設(shè)置影響銷售發(fā)生的概率因素 ?能制定一套標(biāo)準(zhǔn)靈活的銷售進(jìn)程規(guī)范 , 減輕銷售人員工作量，提高工作效率。 64 Opportunity Modules ? What do we want? ? Function ? Screen shooting ? Process maps brief ?Business Rules Highlights 65 Opportunity Module : Function 銷 售 員 與 客 戶 聯(lián) 系 $C l o se dPr o p o sa lD ev el o p men tQu a l i f i ca t i o nI d en t i f i c at i o n贏單率 0％ 20％ 40％ 60％ 100％ 66 ? What do we want? ? Function ? Screen shooting ? Process maps brief ?Business Rules Highlights Opportunity Modules 67 Opportunity: collect information (1) 商機(jī)基本信息的采集： 商機(jī)的名稱 客戶 商機(jī)來源 類別 預(yù)計(jì)收入 概率 預(yù)計(jì)結(jié)束日期 交機(jī)日期 所處銷售階段 以及客戶的需 求 特殊需求 68 Opportunity: collect information (2) 69 Opportunity: collect information (3) 銷售員可以直接選擇一個(gè)或多個(gè)產(chǎn)品加入商機(jī) 70 Opportunity: collect information (4) 商機(jī)關(guān)聯(lián)關(guān)系：可以設(shè)置商機(jī)與客戶或聯(lián)系人之間的關(guān)系，指定他們的關(guān)系類型。定義客戶或聯(lián)系人對(duì)商機(jī)的角色。 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。與分配原則有爭(zhēng)議，則由分公司經(jīng)理決定。銷售人員、市場(chǎng)營(yíng)銷人員和管理人員可以共享權(quán)限內(nèi)的商機(jī)信息。 72 Opportunity: tracing and analysis SFM $C l o se dPr o p o sa lD ev el o p men tQu a l i f i ca t i o nI d en t i f i c at i o n可以在“商機(jī)”表單中快速訪問活動(dòng)，以便能夠發(fā)送電子郵件、設(shè)置電話聯(lián)絡(luò)或給客戶寫信。 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)）。 系統(tǒng)中會(huì)對(duì)活動(dòng)的狀態(tài)進(jìn)行跟蹤并存儲(chǔ)相應(yīng)的活動(dòng)歷史記錄，因此用戶可以查看已開啟和結(jié)束的活動(dòng)。 ) 歷史紀(jì)錄。 73 Opportunity: SFM 通過使用“銷售漏斗”報(bào)表，銷售員和經(jīng)理可以查看根據(jù)商機(jī)計(jì)算出的預(yù)期收入和以下關(guān)鍵的信息。 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 buye