TY7U客户为中心的赢利之道-销售市场营销管理.ppt

从各个地区通过网络接入 Corporate Office(Shanghai) 寻求一套CRM系统，具有…… 简便易行的个性化功能 全面的市场/销售模块 绩效跟踪 AllEasy Channel Center 可个性化的分析预测、渠道以及报表 多重功能及一目了然的销售流程 优化的管理和跟踪 Q A ？？？ * * * * * Let’s start with a simple question --- how does your customer see your business? Everyone’s business is unique, but generally customers are supported by a team of players in your business. Who’s on that team and how they interact with a customer probably depends on whether you have an existing relationship or are developing a new relationship. For our manufacturing customers there is a great deal of focus on existing customers --- the right hand side of this chart. A common situation we see is a small set of customers representing 80% of your revenue and a larger set of customers representing the rest. Priorities for existing customers include, of course, retaining them --- but also expanding sales volume and developing new products that meet different needs. Although existing customers may be the major focus --- most companies work continuously to locate new prospects to build the customer base and grow over time (the left hand side of this chart). You might do this by finding alternate channels for your products (mfgr reps), introducing new products that are a good fit for different types of customers, or going after new markets or vertical markets. So when we start to look at how Customer Relationship Management can help your business --- it’s important to understand that we’re talking about different relationship types, different channels, and different priorities in those relationships. These are a few of the complicating factors that make CRM solutions in a product-oriented business much different than solutions designed for service-onlybusinesses. * Where we see many organizations struggling is in how they support their “customer teams”. The customer is expecting a unified front --- but your “one team” is struggling because the business systems they are using are separate isla