【正文】 ir 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 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、更有效、更精確地制定出本年度產(chǎn)品和市場活動策略，最終達到 減少開銷預(yù)算和提高企業(yè)獲得銷售線索和銷售機會的能力。 ) 歷史紀錄。 您可以快速查看所有活動 /接收的通信項（如電子郵件、電話聯(lián)絡(luò)和約會）。銷售人員、市場營銷人員和管理人員可以共享權(quán)限內(nèi)的商機信息。 71 Opportunity: assign to salesman Data Administrator 可按照 分公司經(jīng)理訂立的原則 ，將商機分派給不同區(qū)域或部門的銷售人員。 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) 商機基本信息的采集： 商機的名稱 客戶 商機來源 類別 預(yù)計收入 概率 預(yù)計結(jié)束日期 交機日期 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或多個產(chǎn)品加入商機 70 Opportunity: collect information (4) 商機關(guān)聯(lián)關(guān)系：可以設(shè)置商機與客戶或聯(lián)系人之間的關(guān)系，指定他們的關(guān)系類型。 4. 市場銷售經(jīng)理會根據(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。 ? 公司名稱：公司名稱可以轉(zhuǎn)化為客戶名稱。 3. 轉(zhuǎn)化為商機時，要求客戶，聯(lián)系人的信息必須齊全。 57 ? What do we want? ? Function ? Screen shooting ? Process maps brief ? Business Rules Highlights Leads Modules 58 Leads Module: Process Maps ? Catch Leads ? Add\Amend leads information ? Leads assign ? Leads Update ? Update to account ? Update to contact ? Update to opportunity 59 ? What do we want? ? Function ? Scr