CRM Internet Sales(英文版)(pdf 9页)

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【英文版】泛微产品解决方案介绍V8.0

Intelligent · Mobile · Cloud · Platform Weaver’s Collaborative Officing Platform SolutionsPart One: Introduction to WeaverPart Two: e-cology Front-end Solutions for PC Terminal 目录Part Three: e-cology Mobile SolutionsPart Four: Core Technologies01Introduction to WeaverWho We AreA glimpse of Weaver’s growth and achievements through numbersWeaver NetworkA Pioneer of Collaborative Management System! 1Goal18 Years85 Industries100 Branches3100 Employees20,000 Successful CasesProvide clients with the best collaborative management software products 17-year concentration on R&D and service of the collaboration software 85 industry solutions designed for most of companies and institutions Over 100 branches offer localized serviceOver 3100 employees across the nation provide full services for clients Over 20,000 successful cases covering the 85 industry segmentsWeaver is the only listed company in the OA industry !the Only “National Key Software Enterprise” in the OA industryNortheast ChinaNorth ChinaEast ChinaSouth ChinaCentral China West ChinaShenyang, Dalian, Changchun, Jilin, HarbinBeijing,Tianjin Taiyuan Baotou, Shijiazhuang HohhotHangzhou, Nanjing, Jinan, Fuzhou Ningbo, Suzhou, Qingdao, Xiamen Shaoxing, Wuxi, Quanzhou, Yantai, Xuzhou, Taizhou, Hefei, Wenzhou,Nantong, Wenzhou, Quzhou, Changzhou, Jinhua, Huai’an , Zhangzhou, KunshanChengdu, Lanzhou, Kunming, Chongqing, Xi’an, Xinjiang, TibetZhengzhou, Yueyang, Wuhan, Changsha, Nanchang, GanzhouShenzhen, Zhongshan, Huizhou, Shantou, Zhuhai,Foshan, GuangzhouNational Network ——able to deliver services within 2 hoursWith over 100 local braches, we are able to provide services within 2 hoursServe Nearly 10,000 Large and Mid-size Enterprises and OrganizationsOver 10 out of Fortune Global 500Over 120 out ofFortune China 500Over 200 out ofChina Informatization500Over 300 out ofPublic CompanyCases of WFOEAAEACCVISIO Adisseo Advanced Media ALEPHAPPAstron Bermasde BITZER China BlueairBostikBondex Trading Burger King CarrefourChugai Pharma DAIICHI SANKYO DaikinDELLDoleDSSCEFHBC Consulting HeraeusHitachi AutomotiveSystemHPHYUNDAI ELEVATORLI TONGMaple'sMasterMentor GroupMOENMUSASHiNidec SankyaoNisshin OillioNORTHLANDOMRONOplinkOptiWorksOUHTEUPanasonicRinnaiSanguineSAPASATASCHENCKSchneider ElectricSIEMENSSilkroad24SINDERSunnyWorldSVBTNTTishmanTRW AutomotiveComponentsTYCTSIUCCALWincor NixdorfWellcoXELLAYKKYTONGZEISSZIC성도건설이02e-cology Front-end Solutions for PC TerminalPeople-orientedEstablish the authorization system and provide collaboration management applications for different users within the companies by means of workflow.KMdocumentHRMHRMAssetslogisticsFinance ManagementfinancialProject ManagementprojectWorkflow ManagementworkflowCRMCRMPortal for Managerial LevelSupplier PortalCollaborationPortalEmployee PortalWorkflowWorkflowWorkflowCore StaffSecurity ControlAuthorization ManagementPost ManagementAuthorization Management Workflow EngineReporting EngineIntegration EngineMessagingMechanismMake data integration as the foundation of the systemEstablish people and workflow oriented architecture;Enable BI for the entire systemOn-demand Application: Integration with CRM,PM and KM.Key Features of Weaver’s Collaboration SolutionCollaboration MatrixSimulation of real operation of enterpriseHigh degree of CollaborationHigh degree of collaboration between function modules; which enable access to all related info from any info node, and true collaboration within the companyTheoretical Basis Weaver Collaboration Solution ：Collaboration MatrixDocumentHRCRM ProductPM Finance ManagementMatrix DocumentHRCRMWorkflow ManagementProductPMFinance ManagementFinance & DocumentFinance & Personnel Finance & Customer Finance & Workflow Finance & Product Finance & Project Finance & FinanceDocument& DocumentPersonnel & DocumentCustomer & DocumentWorkflow & DocumentProduct & DocumentProject & DocumentDocument & Personnel Personnel & Personnel Customer & Personnel Workflow & Personnel Product & Personnel Project & Personnel Document & Customer Personnel & Customer Customer & Customer Workflow & Customer Product & Customer Project & Customer Document & Workflow Personnel & Workflow Customer & Workflow Workflow & Workflow Product & Workflow Project & Workflow Document & Product Personnel & Product Customer & Product Workflow & Product Product & Product Project & Product Document & Project Personnel & Project Customer & Project Workflow & Project Product & Project Project & Project Document & FinancePersonnel & FinanceCustomer & FinanceWorkflow & FinanceProduct & FinanceProject & FinanceWorkflow ManagementGear DriveThe operation of one module drives theoperation of the other six modules,whichgreatly strengthens the functionality of thismodule while improving the system integration.For example, when the CRM module is being operated, HRM module supports CRM with human management functionality, PROJECT module supports the marketing events management functionality, DOCUMENT module supports the document management functionality while WORKFLOW module provides approval management functionality.e-cology齿轮较合中心e-workflowe-document te-HRMe-CRMTheoretical Basis for Weaver Collaboration Solution: Gear Drive within OrganizationsInformation Portal Build a user-oriented desktop platform aggregating information and contentApplication Value of Information PortalFor Decision-making Level●Effectively control operation and project risks●Improve management efficiency and reduce management cost●Master the company’s operation status in real time●Supervise important issues ●Strengthen team building and managementFor Management Level●Improve line management efficiency ●Improve supervision on important issues●Improve the communication efficiencybetween different business lines●Master the latest status of business line management in real time ●Shorten the distance between management and execution ●Improve team workFor Execution Level●Improve individual work competency ●Have a clear view of individual performance●Have a clear view of personal goals and standards●Improve the collaboration efficiency between individual and the teamInformation PortalThe so-called "portal" is actually a container for loading information and work content. It extracts information from other modules, including the heterogeneous systems, and pushes them by categories.Application Scenario--personal portalInformation AggregationAggregation of information and taskreminder to improve employees’ workefficiency, covering their to do list,unviewed documents, unread emails,schedule and attentionsCustomizationCustomization of portal elements andlayout within the authorized areaApplication Scenario --decision-maker portalTracking on Issues & ProjectsProvide graphics for senior leaders and departmentleaders to help them track on concerned issues,projects and company operations in real time.Early Warning IndicatorProvide early warning indicators that reflect realbusiness operation in real time to facilitate decisionmaking.Application Scenario --functional portalFeatures of PortalCustomizationCustomized layout, templates &elementsData IntegrationCentralized display of internal andexternal data for decision makingAuthorization SystemUser authorization, including thepermissions on themes, applicationelements, and contentBusiness Process Management Establish a standard and formal workflow systemApplication Value of Workflow ManagementFor Decision-making Level●Improve business insight and effectively control the risks●Ensure the implementation of rules and policies ●Support the quick replication of operation model in the course of quick business expansion●Help assign business goals and track on the business performance●Improve operation efficiency and reduce the management costFor Management Level●Closely track on work progress ●Improve the communication and collaboration efficiency between different posts●Clarify department responsibility and avoid dispute over trifles ●Improve work competencies of team membersFor Execution Level●Have a clear view on individual tasks and work standards, and build a closed loop of planning, execution, review and improvement●Work under guidance●Keep track on the progress of tasks that need collaboration with othersWorkflow ManagementWorkflow is the backbone of the business operationand important means to ensure the implementation of business rules and policies. Weaver’s workflowsystem covers the entire business operation, from the front-end marketing, sales and project to the back-end customer service, R&D.Establishment of A Unified, Shared and Optimized Workflow Management SystemOptimizationPlanning AnalysisDemand IntegrationExecutionWorkflow ManagementWorkflow OptimizationOptimization of Key WorkflowsTimely Adjustment of WorkflowsOrganization RestructureWorkflow AnalysisAnalysis of Workflow Data Analysis of Workflow EfficiencyAnalysis of Workflow Processing TimelinessWorkflow PlanningUnderstanding of Overall Operating Workflows Identification of Key WorkflowsWorkflow Demand IntegrationReferring to the leading practice in industry Enabling cross-functional collaborationWorkflow ExecutionDigitalization and Execution of WorkflowMonitoring and Supervising of Workflow Operation Controlling of Workflow Authorization and InformationFeatures of Workflow Management--Free WorkflowCustomization of Approval NodesEnable customization of approval processes andprocess owners, and support adding or taking offsigners at any node.Customization of Approval ModeAble to configure the approval mode ascountersigning or signing one by one according tothe actual business scenariosAutomatic Generation of Flow ChartOnce completing the setups, the system willautomatically generate the flowchart to facilitatefront-end user to track on the workflowSmart Data FillFill in the relevant information according to the user identity and generate associated data simultaneously according to the data selection to avoid enormous data input.Automatic Trigger of Relevant Workflows Automatically trigger sub-workflows according to the form content, for example, trigger of cash advance workflow when cash advance is requested in the business trip application workflow.Smart Data ImportImport the historic data into the new form so as to avoid replicated data inputFlexible Business Process ControlRealize the control of business process by combing aligning the management matrix with process key nodes, for instance, tiered expense reimbursement management by region and band levelMulti-dimensional Data QueryEnable multi-dimensional data query about the clients, contracts, departments and projects to facilitate decision makingFeatures of Workflow Management--Data WorkflowAutomatic Data AcquisitionAutomatic display of relevant data based on theoperations of the current users, for instance, display ofannual leave information when users request for absence Automatic Data ChangeAutomatic change of relevant data according to theapproval status, for example, deduction of days ofuntaken annual leave once user’s application for annualleave is approvedAutomatic Association With Other ModulesAutomatic association with other modules, for example, automatic linkage with personal schedule once theapplication for absence is approvedFeatures of Workflow Management--Authorization WorkflowChange Permissions by WorkflowAble to transfer the data and applications to relevantusers once authorized, for example, transferring theright to access to project documents from projectmanagers to customer service personnelNo Backend Maintenance RequiredAble to change the business authorization throughworkflow, with no need for backend maintenance,which ease the way of internal collaborationArchitecture of Workflow ManagementForm DesignerWorkflow Design EngineRules Designer Form EngineWorkflow Integration EngineInternal Employee ( Decision-making /Middle Management /Execution Level ）Workflow Classification Authorization Management Version Management Route SettingForm StyleConditions & RulesInformation AssociationField TypeAuto Flow Workflow No.HRPM Conference ManagementKM CRM System IntegrationCollaboration EngineExternal Users ( Client/Supplier/Distributor )Free WorkflowApproval WorkflowControl WorkflowIntegrated Information WorkflowAuthorization WorkflowStatisticsProcessedCompleted SupervisedCopiedDelegatedInquiryPending Data AnalysisEfficiency AnalysisWorkflow Rules & Regulations Workflow MonitoringWorkflow DelegationBasicComponentsFunctional ModuleWorkflow ApplicationChange WorkflowKnowledge Management Create a platform for knowledge accumulation, sharing, utilization and innovationApplication Value of Knowledge ManagementFor Decision-making Level●Respond to business expansion and mitigate reducing the loss of employee turnover●Accumulate knowledge and experienceFor Management Level●Broaden channels of knowledge sharing ●Enhance employee training and competency development systemFor Execution Level●Provide a search engine like Google ●Facilitate self-guided learning ●Improve working capabilityKnowledge ManagementKnowledge management refers to the issue ofcollecting, managing and sharing of unstructured files within company. Weaver’s knowledge management covers all business processes, including marketing, sales and R&D, making knowledge comes from work and goes back to work.Build a Sustainable Business Supporting System1234Knowledge SharingSingle Document Sharing Batch Documents SharingWorkflow Sharing Push on Information Portal Valuable Knowledge PushKnowledge UtilizationKnowledge Map by PostExpert Network Work History Knowledge InnovationKnowledge Contribution Reports Knowledge Review Reports Knowledge Renewal Ranking Knowledge Utilization Value Knowledge Sharing IncentiveKnowledge AccumulationSingle Document Accumulation Batch Uploading of Historic Documents Accumulation Driven by WorkflowPersonal Knowledge PortalKnowledgeAccumulationCollect pieces of knowledgescattered in various modulesaccording to specific logic andpush it to relevant employees as ameans to facilitate quick spread ofknowledge.Experts Service NetworkExperts LibraryClassify experts according to theirknowledge contribution and areasof expertise, and share theiropinions and articles.Full-text Retrieval---provide an internal search engine like GoogleKnowledge Subscription & UtilizationKnowledge SubscriptionSubscribe to knowledge in differentcategoriesKnowledge Evaluation SystemRank by RepliesRank by ReadRank by DownloadRank by ScoreKnowledgeInnovationFacilitate innovation based onleveraging internal knowledgeKnowledge MapKnowledge MapSummarize and extract materials on acertain subject and push them totargeted users.Solve the problem of having to log intovarious systems to view differentdocuments which is time-consuming.Knowledge Security System: version, template, authorization control, log-in centerKnowledge Incentive MechanismCreation of KnowledgeSharing Culture &Incentive MechanismAccumulate knowledge from daily workArchitecture of Knowledge ManagementKnowledge IndexSystemKnowledge Authorization SystemKnowledge Evaluation System Knowledge Statistics System Knowledge SearchEngineInternal Employee ( Decision-making Level/ MiddleManagement Level / Execution Level ）Cataloging &ClassificationAuthorization Management Version ManagementTemplate Management Document ApprovalVirtual IndexDocument IDDocument Subscription Document PropertyDocument InquiryIndustry AnalysisHRPMConference ManagementWorkflow ManagementCRMEmail ManagementCollaboration EngineTraining CoursesEmployee HandbookPost SystemCredits Management Collaboration BBS Successful Cases Video Materials Knowledge PortalKnowledge Map Knowledge Center Expert Library External Users ( Client/Supplier/DistributorFunctional ModuleKnowledge ApplicationBasicComponents03e-cology Mobile SolutionsInfluence of Mobile Connectivity on EnterpriseChanges to Business：1、Expanded Enterprise Boundaries2、Realization of Customer-orientedStrategy3、Information Symmetry4、Flat OrganizationIntegrated Mobile Officing PlatformPut All MobileApplications into One APP Unified Organization Unified Info Unified Applications Unified Retrieval Unified Reports Unified ServiceApplication Value of Mobile Platform: Unified OrganizationUnified OrganizationQuickly connect everyone inside and outside of the enterpriseby mobile platform•Integrate internal and external contacts to build fast connections in real time•Connect system users including OA system users, and heterogeneous system users （ERP\CRM\HRM）•Connect external users including suppliers, vendors, clients, partners and so onApplication Value of Mobile Platform: Unified Info Unified InfoIntegrate chat and various pending issues inone message interface•Integrate instant messages and other reminders and form the to-do list •Integrate various reminders from other modules like calendar, workflow and meeting•Integrate various reminders from heterogeneous systems (ERP\CRM\HRM)Application Value of Mobile Platform: Unified ApplicationsUnified ApplicationsIntegrate various system applications into a unified platform•Make standard OA applications as the core foundation•Enable to quickly develop personalized applications by mobile engine andseamlessly integrate with OA system•Dock with heterogeneous systems (ERP\CRM\HRM) by integration engine,and realize SSOUnified RetrievalRetrieve data and documents from various systems via one entrance•Full content retrieval: including personnel, message, application, document, workflow and orders•Cross-platform retrieval: not only internal data of OA system, but alsoinformation from other heterogeneous systems (ERP\CRM\HRM, etc.)Unified ReportsPush all kinds of data reports to the designated user portal•Flexibly configure various data reports by mobile reporting engine•Build different forms and reports portal according to roles, posts and functions•Provide insight into the business operation by real-time forms and reports to help readers make decisionsUnified ServiceMake all data and applications intelligent to provide internal service•Intelligent Expert Service•Intelligent Holiday Query•Intelligent Customer Query•Intelligent Workflow Initiation by VoiceSummary of Mobile SolutionEase-of-Use Support of screen touch, scrolling, zooming in/out and voice approval Multiple MobileTerminalsSupport of multipleoperating systems likeIphone, Ipad, Andriod、Andriod Pad, and WindowsMobile, ; Support of Webbrowsing and multipleterminals including mobilephone, tablet computer andOfficing at AnytimeAnywhereFull utilization of free timein conference, business tripor at home to deal withworkSecurityAuthenticationMultiple measures suchas http transmissionprotocol, USB DKEYTPASS, dynamicpassword and identifyingcode to ensure accountsafety。

重点客户的销售方法分析(英文版)

重点客户的销售方法分析(英文版)Strategic Analysis of Sales Methods for Key CustomersIn today's highly competitive business environment, strategic sales methods are crucial for retaining and expanding the customer base, especially for key customers. These key customers are often the primary source of revenue and play a crucial role in the overall success of a business. Therefore, it is essential to adopt effective sales methods to ensure their continued satisfaction.The first step in the analysis of sales methods for key customers is to conduct thorough research and gather relevant information about their needs, preferences, and buying patterns. This can be done through various means such as surveys, interviews, and market research. By understanding their specific requirements, sales professionals can tailor their approach and offer more personalized solutions.One effective sales method for key customers is developing strong and long-lasting relationships. Building trust and rapport with these customers is essential for securing their loyalty and encouraging repeat purchases. This can be achieved by assigning dedicated sales representatives or account managers to cater to their unique needs. Regular communication, including phone calls and face-to-face meetings, helps in understanding their concerns and providing timely solutions.Another effective sales method is offering value-added services. Key customers are often willing to pay a premium if they perceive that they are receiving additional benefits. This can includeproviding customized solutions, offering after-sales support, or giving access to exclusive resources or events. By going the extra mile to meet their requirements, businesses can strengthen their relationships and differentiate themselves from competitors.Furthermore, sales professionals should continuously update their knowledge and skills to better serve key customers. This involves staying updated with industry trends, product knowledge, and competitive intelligence. By showcasing expertise and being a trusted advisor, sales professionals can provide valuable insights and recommendations to the key customers.Additionally, it is important to regularly review and analyze sales performance with key customers. This analysis helps identify areas of improvement, such as identifying potential upselling or cross-selling opportunities. By understanding their buying patterns, sales professionals can strategically position relevant products or services to maximize revenue.In conclusion, analyzing and implementing effective sales methods for key customers is crucial for business success. By conducting thorough research, building relationships, offering value-added services, continuously updating knowledge, and analyzing sales performance, businesses can enhance customer satisfaction, drive repeat purchases, and ultimately boost revenue.Continuation: Another important aspect of strategic sales methods for key customers is to understand the competitive landscape and positioning the products or services accordingly. By conducting competitive analysis, businesses can identify their unique sellingpoints and highlight them to key customers. This can involve showcasing the advantages and benefits of choosing their products or services over those of competitors. This differentiation strategy helps in creating a strong value proposition and attracting key customers.Furthermore, effective sales methods for key customers should also consider the importance of customer feedback and addressing their concerns promptly. Regularly seeking feedback from key customers helps in identifying areas of improvement and understanding their changing needs. This feedback loop can also be used to refine sales strategies and enhance the overall customer experience. By actively listening to their concerns and providing efficient solutions, businesses can strengthen their relationships and maintain customer loyalty.Moreover, sales professionals should take advantage of technology to streamline and improve the sales process for key customers. This can include utilizing customer relationship management (CRM) software to track and manage interactions, preferences, and purchase history. The use of data analytics can also provide valuable insights into key customers' behavior and preferences, enabling businesses to customize their sales approaches accordingly. By leveraging technology, businesses can create a more efficient and personalized sales experience.In addition to these strategies, it is crucial to continuously evaluate the success of the sales methods implemented for key customers. This can be done through regular sales reviews, assessing key performance indicators, and gathering feedback from both the salesteam and the customers. By monitoring and analyzing the effectiveness of different sales methods, businesses can make informed decisions and make necessary adjustments to maximize their sales efforts.It is important to note that sales methods for key customers should always be aligned with the overall business strategy. It is crucial to identify the specific goals and objectives of the business and ensure that the sales methods applied for key customers directly contribute to those goals. This alignment helps in creating a cohesive approach and ensures that the efforts put into key customer sales are in line with the broader business objectives.In conclusion, effective sales methods for key customers are essential for business success. By conducting thorough research, building strong relationships, offering value-added services, continuously updating knowledge, analyzing sales performance, understanding the competitive landscape, addressing customer feedback, leveraging technology, and aligning with business strategy, businesses can enhance customer satisfaction, increase sales, and drive revenue from key customers. Implementing these strategies can differentiate businesses from competitors and foster long-term partnerships with key customers.。

微软CRM40简要介绍

服务管理
• • • • • • • • • • • • • • • • • • • • • • • • • • • • • • 案例跟踪队列和路由呈报服务合同综合知识库服务约会日历服务计划引擎市场活动计划市场活动管理市场营销列表管理快速市场活动市场活动反响管理客户隐私自定义和重命名对象自定义 CRM 活动新建自定义实体表单、视图和架构客户端事件和脚本编写 IFRAME 控件将业务流程自动化活动工作流程自定义实体工作流程可扩展条件和操作 Web 服务实施集成普遍的 Web 服务系统 Sitemap.xml ISV.Config 平台的“事前”和“事后”触发器 Microsoft Dynamics GP 9.0
• 数据质量监控 • 联系人管理 • 关系跟踪 • 活动管理 • 查询和搜索 • 合同管理
Microsoft 优势 • 完整的察看所有产品和互动信息 • 察看合同和续约日期 • 复杂的关系管理和追踪
销售分析
完整的销售分析功能，从基本的报表到 OLAP/，数据挖掘和驾驶舱
销售分析功能
• 预测和pipeline报表 • OOB销售报表 • Report向导 • 趋势和历史分析 • OLAP和数据挖掘
提供一个高度可配置的工作流和分析
适合你的环境
提供一个非常灵活的平台简化集成
Microsoft Dynamics CRM套件
全套CRM套件
-交互 -市场 -销售 -服务 -xRM -业务流程 -支持SOA -灵活部署
丰富的功能清单
Microsoft Dynamics CRM for Outlook
Microsoft 优势
• 预测性的行为分析,例如交叉销售/向上销售，历史分析 • 提供标准和定制化的各种服务报表，易于给每一个用户使用。 • 与SQLServer分析服务& SQL Server报表服务无缝集成，支持OLAP, 数据挖掘。

SAP-电子商务

一、SAP CRM中电子商务功能的进化从上图中，我们可以清楚地看出SAP的电子商务（E-Commerce）功能经历了一个不断进化的过程。

主要分成以下四个阶段：1、SAP ERP系统中的电子商务功能众所周知CRM的概念以及系统的出现要远远晚于ERP，因此SAP在SAP CRM系统之前，电子商务功能是在ERP系统（R/3）中实现的：最初它被称之为Online Shop――就是简单地在线下订单；后来形成了比较完善的B2B及B2C的电子商务功能并被改名为Internet Sales；再后来又加入了在线的营销及服务能力而不再仅限于销售，并再次更名为范围更广的E-Commerce。

2、SAP CRM系统中的电子商务功能随着SAP产品包的演化，从最初的R/3逐渐发展出SAP CRM、SAP SCM、SAP PLM、SAP PRM 等一系列的应用系统。

R/3中的电子商务功能以及销售、服务等功能也被迁移至SAP CRM系统中并获得了进一步的功能扩展，在这里我们称之为SAP CRM系统中的电子商务功能，它主要就是包括了在线营销、在线销售及在线服务。

3、SAP Portal支持下的SAP CRM中的电子商务功能由于SAP Portal可以用来以Web的方式来访问所有SAP的应用系统（包括ERP、CRM、PRM……），并且几乎可以实现以传统GUI方式访问系统的所有功能。

因此有了SAP Portal之后，SAP CRM的面貌就焕然一新了。

我们可以想象一下，在Portal之前，SAP系统中的电子商务功能都是基于传统ABAP系统来开发的Web应用，因此虽然功能已经比较完善，但无论是从界面还是从配置的角度来看，灵活性都远远不能跟Portal相比。

简而言之，Portal之前的电子商务都是针对电子商务的业务需求而开发出来的比较固定的功能，如购物篮、B2B/B2C订单、网上店铺、网上拍卖等等。

这些功能有就有，没有就没有，想在SAP的ABAP环境下对这些Web应用进行功能增加几乎是不可能的。

如何整合销售与营销(英文版)

如何整合销售与营销(英文版)Step 1: Create a Unified VisionThe first step in integrating sales and marketing is to establish a shared vision and goal. Both teams need to understand that they are working towards the same objectives and targets. By aligning their strategies and working cohesively, sales and marketing teams can eliminate any confusion and work towards common goals. This can be achieved through regular meetings and the development of a unified, cross-functional strategy.Step 2: Enhance Communication and CollaborationEffective communication and collaboration are crucial for the integration of sales and marketing. Encouraging regular communication and the sharing of information between the teams can help foster a culture of collaboration. This can be achieved through the use of technology and software tools that facilitate communication and the sharing of valuable sales and marketing data. Additionally, organizing joint workshops, training sessions, and team-building activities can help employees from both departments develop a better understanding of each other's roles and challenges.Step 3: Develop Buyer Personas and Unified MessagingA critical aspect of integrating sales and marketing is the development of buyer personas and unified messaging. It is important for sales and marketing teams to have a clear understanding of the target audience, their needs, and pain points. This information can be used to create buyer personas, which can then guide marketing efforts to ensure that all messaging resonates with the target customers. By developing a unified messaging strategy, sales and marketing teams can ensure consistency across all channels and touchpoints, resulting in a seamless customer experience.Step 4: Align Sales and Marketing MetricsTo effectively integrate sales and marketing, it is essential to align the metrics used by both teams. By tracking and measuring common key performance indicators (KPIs), such as revenue generated, customer acquisition, and customer satisfaction, both teams can monitor their progress towards shared objectives. This will help identify areas that require improvement and provide insight into the effectiveness of various marketing and sales strategies. Regular analysis and review of these metrics will enable both teams to make data-driven decisions and optimize their efforts.Step 5: Invest in Technology and AutomationUtilizing technology and automation tools can significantly enhance the integration of sales and marketing. Implementing a customer relationship management (CRM) system that integrates with marketing automation tools can help capture and track leads throughout the entire sales funnel. This allows both teams to have real-time visibility into the progress ofleads, enabling them to streamline processes and collaborate more effectively. By leveraging technology, companies can automate repetitive tasks, such as lead nurturing and follow-ups, freeing up valuable time for sales and marketing professionals to focus on strategic initiatives.ConclusionIn today's competitive business environment, integrating sales and marketing is critical for sustainable growth and success. By following the five key steps outlined above, organizations can create a unified vision, enhance communication and collaboration, develop buyer personas and unified messaging, align sales and marketing metrics, and invest in technology and automation. By implementing these strategies, companies can foster a seamless integration between sales and marketing, resulting in increased efficiency, improved customer satisfaction, and ultimately, higher revenue generation.Step 6: Implement a Lead Management ProcessA solid lead management process is essential for integrating sales and marketing efforts. Establishing a clear process for lead generation, qualification, and follow-up ensures that both teams are aligned in targeting the right prospects and effectively moving them through the sales funnel. This process should include guidelines for lead handoff from marketing to sales, as well as regular communication and feedback loops between the two teams to address any issues or gaps in the process. By having a well-defined lead management process in place, organizations can maximize their lead conversion rates and improve overall efficiency.Step 7: Foster a Culture of Collaboration and AccountabilityA culture of collaboration and accountability is vital for successful integration between sales and marketing. Encouraging teamwork and cross-functional collaboration helps break down silos and encourages information sharing and idea generation. This can be facilitated by regular team meetings, joint brainstorming sessions, and creating shared goals and targets that both teams are accountable for. Additionally, recognizing and rewarding collaboration and successful integration can further reinforce this culture and motivate employees to work together towards common goals.Step 8: Implement Closed-Loop ReportingClosed-loop reporting involves the feedback loop between sales and marketing, where sales provides information about the outcome of leads generated by marketing efforts. This information enables marketing to assess the performance of their campaigns and adjust their strategies and tactics accordingly. By implementing closed-loop reporting, organizations can gain valuable insights into the effectiveness of marketing activities in generating qualified leads and closing deals. This allows for data-driven decision making and optimization of marketing strategies to improve lead quality and overall sales performance.Step 9: Conduct Joint Training and Skill DevelopmentTo ensure successful integration, it is crucial to invest in joint training and skill development for both sales and marketing teams. By providing training sessions that focus on enhancing cross-functional knowledge and skills, organizations can promote a better understanding of each other's roles, challenges, and objectives. This can include training on customer journey mapping, sales enablement strategies, marketing automation tools, and effective communication techniques. By equipping employees with the necessary knowledge and skills, organizations can foster collaboration and better align sales and marketing efforts.Step 10: Establish Regular Feedback and MeasurementRegular feedback and measurement are essential for continuously improving the integration of sales and marketing. Implementing a system for ongoing feedback between sales and marketing teams allows for open communication, addressing any concerns or issues that may arise. It also provides an opportunity to celebrate successes and achievements together. In addition, regularly measuring the impact of integrated sales and marketing efforts through performance metrics and key performance indicators (KPIs) helps organizations track progress, identify areas for improvement, and optimize strategies and tactics for better outcomes.Step 11: Continuously Adapt to Market ChangesIntegration between sales and marketing should be an ongoing process that adapts to changes in the market and customer preferences. The business landscape is constantly evolving, and organizations need to stay agile and flexible to remain competitive. This requires regularly reviewing and adjusting strategies, messaging, and tactics based on market trends and customer feedback. By staying ahead of market changes and continuously adapting strategies and initiatives, companies can ensure that their sales and marketing efforts are always aligned and effective in driving business growth.ConclusionIntegrating sales and marketing is a crucial step for organizations looking to stay competitive in today's business landscape. By following the step-by-step process outlined in this article, organizations can create a unified vision, enhance communication and collaboration, develop buyer personas and unified messaging, align sales and marketing metrics, invest in technology and automation, implement a lead management process, foster a culture of collaboration and accountability, implement closed-loop reporting, conduct joint training and skill development, establish regular feedback and measurement, and continuously adapt to market changes. By successfully integrating sales and marketing efforts, organizations can achieve improved efficiency, increased customer satisfaction, and ultimately, higher revenue generation.。

Customer Relationship Management(英文版)(ppt 67页)

Customer Relationship Management
Grenoble Ecole de Management October 2003
Sharon Crost enthusiastically leads a role in the worlds of Enterprise and Entrepreneur. In the Enterprise world, Sharon has worked for the large companies of IBM and Hewlett-Packard in Finance, Marketing and Information Technology. Her passion for the hi-tech world and flair for working with international clients has led her to positions from managing business finances to managing business system projects, to consulting on enterprise systems, to managing international marketing programs to managing international technology and e-business teams. As an entrepreneur, Sharon has started up two diverse small businesses in the U.S. - a customized travel service and an organic vegetable farm. Sharon's appreciation of the mountains has brought her to Grenoble, France where she currently works as an independent consultant.

客户关系管理

客户关系管理客户关系管理(Customer Relationship Management,CRM),最早发展客户关系管理的国家是美国，这个概念最初由Gartner Group 提出来，在1980年初便有所谓的“接触管理”(Contact Management),即专门收集客户与公司联系的所有信息，到1990年则演变成包括电话服务中心支持资料分析的客户关怀（Customer care）。

最近开始在企业电子商务中流行。

客户关系管理(CRM)的起源及发展最早发展客户关系管理的国家是美国，在1980年初便有所谓的“接触管理”(Contact Management),即专门收集客户与公司联系的所有信息；1985年，巴巴拉•本德•杰克逊提出了关系营销的概念，使人们对市场营销理论的研究又迈上了一个新的台阶；到1990年则演变成包括电话服务中心支持资料分析的客户关怀（Customer care）。

1999年，Gartner Group Inc公司提出了CRM概念（Customer Relationship Management 客户关系管理）。

Gartner Group Inc在早些提出的ERP概念中，强调对供应链进行整体管理。

而客户作为供应链中的一环，为什么要针对它单独提出一个CRM概念呢？原因之一在于，在ERP的实际应用中人们发现，由于ERP系统本身功能方面的局限性，也由于IT技术发展阶段的局限性，ERP系统并没有很好地实现对供应链下游（客户端）的管理，针对3C因素中的客户多样性，ERP并没有给出良好的解决办法。

另一方面，到90年代末期，互联网的应用越来越普及，CTI、客户信息处理技术（如数据仓库、商业智能、知识发现等技术）得到了长足的发展。

结合新经济的需求和新技术的发展，Gartner Group Inc提出了CRM概念。

从90年代末期开始，CRM市场一直处于一种爆炸性增长的状态。

客户关系管理(CRM)的定义关于CRM的定义，不同的研究机构有着不同的表述。

介绍销售总监职责英文作文

介绍销售总监职责英文作文"英文，"As a Sales Director, my responsibilities encompass a wide array of tasks that are crucial for the success of the sales team and the company as a whole. Firstly, I am accountable for setting strategic sales goals andobjectives in alignment with the company's overall vision and objectives. This involves analyzing market trends, identifying opportunities, and formulating effective sales strategies to capitalize on them. For instance, in my previous role, I implemented a customer relationship management (CRM) system that significantly enhanced our sales team's efficiency by streamlining processes and improving communication with clients.Moreover, I play a pivotal role in leading and managing the sales team. This includes hiring, training, and motivating sales staff to ensure they have the necessary skills and resources to achieve their targets. Additionally,I provide ongoing coaching and support to help them overcome challenges and maximize their performance. For example, I conducted regular sales training workshops where I shared best practices and techniques to close deals effectively, resulting in a noticeable increase in our sales revenue.Furthermore, as a Sales Director, I am responsible for monitoring sales metrics and performance indicators to assess the effectiveness of our sales strategies and initiatives. By analyzing data such as conversion rates, customer acquisition costs, and sales pipeline velocity, I can identify areas for improvement and make data-driven decisions to optimize our sales processes. In one instance, after analyzing sales data, I identified a particular demographic segment that was underrepresented in our customer base. I then adjusted our marketing and sales approach to target this segment more effectively, resulting in a significant increase in sales within that demographic.In addition to overseeing day-to-day sales operations, I also play a crucial role in building and maintainingrelationships with key clients and partners. This involves attending meetings, negotiating contracts, and addressing any concerns or issues they may have. By fostering strong relationships built on trust and mutual respect, I can ensure long-term customer satisfaction and loyalty. For instance, I organized a client appreciation event where we invited our top customers to network with key members of our team, strengthening our relationships and demonstrating our commitment to their success.Overall, as a Sales Director, my role is multifaceted and requires a combination of strategic thinking, leadership skills, and a deep understanding of sales principles and techniques. By effectively fulfilling my responsibilities, I can drive revenue growth, foster ahigh-performing sales culture, and contribute to theoverall success of the company."中文，"作为销售总监，我的责任涵盖了一系列对销售团队和公司整体成功至关重要的任务。

电商网销英文名词

一、电商目前存在的几种模式【B2B模式】：Business to Business-企业对企业，例子：阿里巴巴、慧聪网。

【B2C模式】：Business to Customer-企业对个人，例子：亚马逊，当当，凡客，走秀网。

【C2C模式】：Customer to Customer－个人对个人，例子：ebay，淘宝，拍拍，易趣。

【C2B模式】：Customer to Business –个人对企业，B2C与C2B比较构面，个人对企业，强调用“汇聚需求(demand aggregator)”，专业定制模式居多。

取代传统“汇聚供应商”的购物中心型态，被视为是一种接近完美的交易型式。

【BMC模式】：BMC是英文Business-Medium-Customer的缩写，率先集量贩式经营、连锁经营、人际网络、金融、传统电子商务（B2B、B2C、C2C、C2B）等传统电子商务模式优点于一身，解决了B2B、B2C、C2C、C2B等传统电子商务模式的发展瓶颈。

B=Business，指企业；C=Customers，指消费者，终端；M=Medium，在这里指的是在企业与消费者之间搭建的一个空中的纽带与桥梁。

【B2B2C】：是一种电子商务类型的网络购物商业模式，B是BUSINESS的简称，C是CUSTOMER的简称，第一个B指的是商品或服务的供应商，第二个B指的是从事电子商务的企业，C则是表示消费者。

以亚马逊为代表。

【O2O模式】online to offline 线上对线下的团购模式，团宝网，美团网，糯米团为代表。

二、电子商务专业名词（常见类汇总）【广告形式】Rich Media：(富媒体)，这种应用采取了所有适合的最先进技术，以最好的传达广告主的信息，甚至与用户进行互动！如视频、flash广告等植入式广告：在电影或电视剧或者其它场景插入相关的广告。

如变形金刚，非诚勿挠等。

SEM：Search Engine Marketing的缩写，意即搜索引擎营销。

在Internet”Lecture 2的网络营销(ppt 32页)(英文)

Online Discussions
Personnel Recruitment
12.02.2020
WEB
Company Policies and Memoranda
Image Building
Catalogs
Demonstration Tools
Support for Traveling Personnels
• Buying air time on a single radio station is simple and inexpensive.
• But radio advertising is mostly local. Each station reaches only the listeners within its broadcast range. Advertising in multiple channels or an international network increase cost significantly.
12.02.2020
2
பைடு நூலகம்
Definition
• E-Marketing is any activity that promotes or enhances business opportunities that relies in whole or in part on internet presence.
• Newspaper advertising doesn’t allow you to truly target your market. You take a shotgun approach when you advertise in a newspaper.

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1 V1.470 July 2004 English

CRM Internet Sales

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Delta Guide for SAP Best Practices for High Tech SAP Best Practices Internet Sales: Delta Guide

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© SAP AG Page 3 of 9 Contents CRM Internet Sales: Delta Guide4 ......................................................................................................... Business Partner4 .................................................................................................................................. Maintaining User Administration4 .......................................................................................................... Maintaining the Product Catalog5 .......................................................................................................... Assigning Products to the Product Catalog6 ......................................................................................... Maintaining Shop Administration8 ......................................................................................................... Maintaining Web Shops8 ....................................................................................................................... Personalized Product Recommendations8 ........................................................................................... SAP Best Practices Internet Sales: Delta Guide

Business Partner Creating an Employee In the Personnel number field enter the number of the employee 9501, that has been maintained in the R/3 Back-end System.

Creating Contact Persons for Business Partner Check if the following contact persons are assigned to the corresponding business partner. Business Partner Contact Person C5000 Mary Miller