您当前的位置:学习一百人力资源下载人力其它资料Place 下载

Place 下载

http://www.ybf100.com类型:人力其它资料发布时间:11-19阅读次数:133

名称:Place

类型:人力其它资料

授权方式:免费版

更新时间:11-19

下载次数:133

语言简体中文

大小:18.0 KB

Tag:人力资源管理知识,,人力资源,人力资源管理,人事管理知识,资料下载   

Place简介:

Place 62个word、PlaceSales_ChannelMgmt.SalesandChannelManagement:CreatingNew-EconomySellingApproachesMcKinseyMarketingPracticeMcKinseyMarketingPracticeNomarketingareaisundergoinggreaterchangethansalesandchannelmanagement.Withtheproliferationofnewsellingchannelse.g.,theInternetandtechnology-enabledselling,mostcompaniesnowhavetheopportunitytotransformtheirsellingorganizationstodriveincrementalrevenue,withalowercostplatformandimprovedcustomerservice.OurApproachOurSalesandChannelManagementgrouphasbeenactiveforover20yearsindevelopingandapplyingleading-edgeapproachestoavarietyofsaleschallenges.WecombinetraditionalMcKinseystrengthinbusinessstrategyandcustomerprofitabilitywithadeepunderstandingofchangingcustomerneeds,technologyevolution,innovative“go-to-market”strategies,consultativeversustransactionalsellingmodels,skillbuilding,andcompensationissues.Wetypicallybeginbyidentifyingandunderstandingtheneedsofkeycustomersegments,andcombiningthiswiththerequiredcost-to-servetoensureprofitability.Wethenworkwithclientstodevelopandimplementa“go-to-market”strategythatistailoredforeachsegment.Thisfrequentlyinvolvesselectingtherightmixofconsultativesaleschannels,Web-basedselling,telesales,andothertechnology-enabledapproaches.Theresulting“go-to-market”designisfollowedbyadetailedunderstandingoftheroles,skills,organizationalcapabilities,andsalescompensationchangesrequiredforthenewdesigntobesuccessfullyimplemented.Whereappropriate,weinvolveconsultativefunction-specificsalespartners–forexample,HuthwaitesalestrainingandColetti-Fisssalescompensation–toensurefunctionalexcellenceandameasurableimpact.Wealsoprovideassistancewithcallcenterperformance,technologypartnerselection,andcross-channelintegration.ForExample…Weworkedwithatelecommunicationsclienttoassesstheneedsandchannelpreferencesofitsbusinessandconsumersegments.Basedonourfindings,wehelpedtheclientsplititssalesandcustomer-servicefunctionsintoaWeb/telesalesorganizationandanaccountmanagementgroup.Wethenworkedwithourclienttoimplementthetwoneworganizations,includingwhichsupportingtechnologiestouse,newcompensationapproaches,anddetailedsalesmanagementtrainingprocesses.Asaresultoftheseandotherchanges,thecompanyimproveditsabilitytowinaccountsinprofitablecustomersegmentsby50percent.McKinseyMarketingPracticeLeading-EdgeKnowledgeOurknowledgeeffortsarefocusedonneweconomy“go-to-market”models,includinghowtobuildintegratedmulti-channelcapabilities,bestmanagemultiplesellingmodelsinoneorganization,andmaximizetheeffectivenessofWeb-assistedsellingandothertransactionalsellingmodels.IntheseeffortswecollaborateheavilywithourServiceOperationsi.e.,customercontact,TelecommunicationsandHighTechindustrypractices,whichareontheleadingedgeofdevelopingknowledgerelevanttothesenewsellingmodels.Inadditiontodevelopingthebest“cleansheet”“go-to-market”approaches,ourcurrentknowledgebuildingeffortsfocusonthetransitionissuesourclientsfacearoundchannelconflict,skillbuilding,andsystemsintegrationastheymigratetothenew-economyapproach.WealsocoauthoredthebookRethinkingtheSalesForcethathighlightstheopportunitiesfordevelopingdistinctiveconsultativeandtransactionalsalescapabilities.
如果觉得《Place》不错,可以推荐给好友哦。
Tag:人力其它资料,人力资源管理知识,,人力资源,人力资源管理,人事管理知识,资料下载,人力其它资料
相关下载
在百度中搜索相关资源:Place
在谷歌中搜索相关资源:Place
在soso中搜索相关资源:Place
在搜狗中搜索相关资源:Place
联系本站公文写作人力资源下载学习频道软件下载网站地图精品教程热门专题