sales force automation systems, acompañando una metodología de ventas
DESCRIPTION
Sales Force Automation Systems, acompañando una metodología de ventasTRANSCRIPT
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Next generation SFA Shift automation to assistance
Toshikazu Yokoi
@yoko_g G-Mind. co, ltd
INTRODUCTION
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TOSHIKAZU YOKOI
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Situation in Japan
CULTURE OF JAPAN
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SYU – SHIN – KO – YO
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NEN – KOU – JYO - RETSU
ISSUE
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Issue in sales
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SFA
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SALES FORCE AUTOMATION
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IS THE TOOL FOR ANYONE?
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Why we choose the concept
後の機能の話
SOLUTION
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Action plan on long term
Make the market and grow
Tool is for themself
SUGERENCIAS CONCEPT
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Iceberg
ICEBERG
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ICEBERG
Lead
Opportunity
Potential customers
Lead
Opportunity
Potential customers
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FOUR LISTS & THREE ARROWS
1st Arrow
2nd Arrow
GOAL!!
List of massive
List of approach
List of target
List of Opportunity
3rd Arrow
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FOUR LISTS GOAL!!
List of massive
List of approach
List of target
List of Opportunity
EXISTING SFA
Existing customers
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ACTION
?
?
List of massive
List of approach
List of target
List of Opportunity
?
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Three arrows
Mr. Mouri 1497 - 1571
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DESTACADOS
CYCLIC ToDo MANAGEMENT
TARGET STATUS MANAGEMENT
STARTING POINT MANAGEMENT
THREE ARROWS
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This month One month later Two month later Three month later Four month later
FIRST ARROW
Oct Nov Dec Jan Feb
Now
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SECOND ARROW Target status Number of visit
A Once / a month B Once / two months C Once / three months D Once / six months E Once / a year X Out of target
Oct Nov Dec Jan Feb
B
A
This month One month later Two month later Three month later Four month later
Now
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THIRD ARROW
Oct Nov Dec Jan Feb
This month One month later Two month later Three month later Four month later
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CREATED TASK
Oct Nov Dec Jan Feb
This month One month later Two month later Three month later Four month later
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CYCLIC ACTIONS
List of Massive
list of Approach
List of Target
1st Arrow Starting point management
2nd Arrow Target status management
3rd Arrow Cyclic ToDo management
GOAL!!
CHECK DO
ACTION PLAN List of
Opportunity