salesfastproject(ppt)-销售管理(编辑修改稿)

salesfastproject(ppt)-销售管理(编辑修改稿)内容摘要：

CRM experiences have been positive/profitable to date  Change management is key consideration in technology implementations Technology notables  Sun Micro  Technology supports effective resource allocation and goal focus  My Sun web technology moves sales force from transaction=relationship focus  All necessary sales tools and product info. available via laptop from the field.  Dell  Strive to make technology use intuitive  Enron  Implementing CRM software in early stages  Creates more robust model of proprietary system that was in place  CRM software facilitates knowledge sharing by defining ideal customer info  Culture that embraces change increases their success with technology Bestinclass Technology at Cisco, GE and Siebel  GE Capital  All sales reps are issued lap tops  GE sales reps are required to use CRM technology  Technology helps in quote generation and pricing for each deal individually  CRM technology focuses training efforts  Leveraging technology to increase sales without adding reps  Siebel  Considers the use of CRM software a strategic advantage  Siebel product allows for more immediate productivity from new reps  Technology use and excellence is fundamental to business  Cisco  All key information available via web tools from the field  Rapid deployment of product information  Web tools tailored by sales input and ongoing feedback Technology: next actions  Expand relationship with bestinclass panies  Sun, Cisco, Siebel, GE Capital  Expose AMAT sales anization to technology models at bestinclass  Arrange live visits and further briefings  Leverage FAST contacts vested interest to show off their “gear”  Create anizational strategy and direction for sales technologies  Design strategy drawing upon Sun, Cisco, Siebel and Enron models  Design and implement pilots using existing AMAT intra/infrastructure  Expand overall toolset available for sales force via the web  Sun and Cisco models  Expand use of and capabilities for elearning  Sun, Cisco and Siebel models  Sales elearning FAST roundtable  Evaluate business case for CRM  Involve sales and marketing in building business case  CRM bri。