ATM -2013销售团队管理工作计划.pptx

Acquisition Team Manager 2013 WorkplanGuideline AgendaRight ProspectsRight places / ChannelsWin-OverChannelsChannel ActivityAnd PlansLeads Follow-upProcessARM Team ManagementRight Target ProspectsWealthy individuals/households with overseas needsConservative gamers 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 Actions 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 ?)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, win-back campaign Online leads collection OthersActions Document down the list of places/channels where right prospects can be found Evaluate and prioritize the places/channels which your team are capable of Estimate potential prospect base size, prospect profiles, competition banks of prioritized places / channels and document down How To Win Over Potential Channels Micro-marketing / Sponsorship / Cause-related Mar