Vorlesung 1

1. Locating and prospecting for customers

2. The pre-approach

3. The approach

4. The sales presentation

5. Handling objectives

6. The close

7. After sales

• Attitude

• Strategy

• Communication

• Competencies (organization/ communication)

• evaluation of market potentials

• definition of customer segments & target markets

• planning yearly based & longterm (MTP - midterm plan - 3 years plan)

• Portfolio development (in collaboration with Marketing)

• Partner Evaluation & Management

• Analysis and observation of competitor landscape

• General Contract management (in collaboration with legal department)

• Sales Forecast (month / quarter)

• Pipeline analysis & managemen

• Management of sales events (f.i. Yearly Kickoff)

• Campaign planning & management

• Coordination and participation on fairs

• Escalation management (f.i. customer complaints)

• Price & margin controlling / Review of large bids & proposals

• Headcount planning

• Description and definition of sales roles

• Recruitment & Staffing

• Sales Trainings

• Commission & Incentive planning

• Performance measurement of sales force

• Personnel evaluation / Individual coaching & support

  
  

• Individual care of Strategic and / or Key Accounts

• Covering of Buying Center members on top level (C-level = Chief level)

• Surveillance of Customer satisfaction (in collaboration with Quality Management)

• Proposal management of strategic bids & Proposal review

• Involvement on the negotiation with customers on C-level

  
  

• Strategische Aufgaben

• Operative Aufgaben

• Personnelle Aufgaben

• besondere Aufgaben

• Beurteilung (Evaluierung) von Marktpotenzialen

• Definierung/ Festlegung von Kundensegmenten und Absatzmärkten

• Planung - kurz-, mittel-, langfrsitig (Jährlich/ 3 Jahre / 5 Jahre)

• Portfolio/ Bestandsentwicklung

• Partnerbeurteilung und -management (Geschäftspartner)

• Analyse und Überwachung/ Beobachtung von Mit-/Wettbewerbern am Markt

• Generelles Vertragsmanagement (in Zusammenarbeit mit der Rechtsabteilung)

(Anteil der stratefischen Aufgaben circa 10-20%)

• Umsatz-/ Verkaufsprognose

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