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Mit diesem Tool ist es auf leichtem Weg möglich, das wirkliche Potential Ihrer Kunden und die Wirksamkeit der Maßnahmen Ihres Vertriebes zu ermitteln.
Es gibt Ihnen eine Basis, um Kunden zu bewerten und einzuordnen. Sie erhalten wichtige und detaillierte Informationen, neue Blickwinkel zur Entscheidungsfindung bei Art und Umfang Ihrer Vertriebsaktivitäten. Erfahren Sie Verbesserungspotentiale, damit Ihr Vertrieb effizient, rational und individuell arbeiten kann.
Projektbeschreibung
Sie erhalten eine ausführliche Projektbeschreibung und Anleitung zur eigenständigen Durchführung des Projektes `Operatives Vertriebscontrolling`
Eingabe der Basisdaten
Das opt-e - Tool ermöglich die Eingabe der Basisdaten für Kunde und Produkte. Diese werden in die Datenbank gespeichert und stehen dann u.a. im opt-e - Tool `Kundenpotentialorientierte Vertriebsteuerung` zur Verfügung.
Soll-Ist-Vergleich
Die Applikation bietet die Möglichkeit, geplanten und tatsächlich erzieltem Umsatz miteinander abzugleichen.
Das heißt im einzelnen:
• Erstellung einer Absatzplanung für ein Wirtschaftsjahr
• den mitarbeiterbezogenen Ausdruck der Planung zur einfachen Zielerfüllung
• individuelle Auswertung der geplanten Daten
• die Erfassung der tatsächlich erzielten Ergebnisse (IST-Umsatz
• Abgleich zwischen geplantem und tatsächlich erzieltem Umsatz (Soll-/Ist-Vergleich)
Die Ergebnisse dieser Auswertung liefern Ihnen Ansätze zur Verbesserung Ihrer internen Vertriebsstrukturen und Abläufe und zeigen Ihnen den konkrete Handlungsbedarfe auf.
Angebotsoptimierung
Auf einfachem und pragmatischen Wege ist die problembezogene, direkte Betrachtung von Defiziten und Schwachstellen durch die Untersuchung der Ablehngründe von Angeboten möglich. Im opt-e - Tool gehen Sie dabei wie folgt vor:
• Erfassung der Anzahl für erhaltene Anfragen, erstellte Angebote und gewonnene Aufträge
• Ermittlung von Quotienten für Angebote/Anfragen sowie Aufträge/Angeboten, zum Erkennen erster Schwachstellen
• Erfassung von Grund und Anzahl jedes abgelehnten Angebotes auf Kundenebene
• individuelle Auswertung der Ablehngründe zur Definition von Verbesserungpotentialen
• Kennzahlenbetrachtung zum Vergleich ermittelter Werte und weitergehender Betrachtung
Sie erhalten eine detaillierte Beschreibung zur Handhabung der Erhebungs-, Erfassungs- und Auswertungtools. |
| « read more about opt-e - Vertriebscontrolling 1.2 |
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