ATM_-_2013销售团队管理工作计划.pptVIP

* YTD Sep Actual YTD Sep OP12 DCR Spread (with SA) 6.99% 8.18% NZF Spread ( with SA) 1.33% 1.17% QDII 2.00% 1.46% YTD Sep Actual YTD Sep OP12 DCR Spread (with SA) 6.99% 8.18% NZF Spread ( with SA) 1.33% 1.17% QDII 2.00% 1.46% Acquisition Team Manager 2013 Workplan * Guideline Agenda Right Prospects Right places / Channels Win-Over Channels Channel Activity And Plans Leads Follow-up Process ARM Team Management * Right Target Prospects Wealthy individuals/households with overseas needs Young/mid-aged (30~45) Professionals/SME owners Highly educated Mthly income >=20,000 RMB (rough estimates) Upwardly mobile Overseas needs (e.g. travel, study, immigration), especially SEA Holding/to hold FX Skewed to risk taking With investment experience Elder people (>=60) Retirees / Uncles / Aunties Shop around for high-rates No overseas exposure / needs Diploma or below Lack of knowledge or experience on investments No exposure to FX Conservative Conservative gamers Document down and educate ARMs on how to identify right prospects (e.g. from dressing, accessories) Document down the scripts and educate ARMs on how to explore whether it is right prospect or not (e.g. do you travel overseas in the past ? Which country do you like ?) Actions * * Where To Find Right Prospects High-end Clubs / Fitness centers High-end community center 4S car shops Associations (e.g. SME owner; key university / MBA alumni; Overseas returnee unions) Overseas partners (e.g. travel agencies; overseas study agencies; immigration agencies; language training schools) Pre-schoolings High-schools with overseas study preparation classes Mega events / fairs (e.g. Car show; overseas property investments; overseas travel / study) Referral channels : partners, existing customers, staff, call center Portfolio campaigns – Mortgage x-sell, w