rapidachievementofchannelefficiency(ppt18)-销售管理(编辑修改稿)

rapidachievementofchannelefficiency(ppt18)-销售管理(编辑修改稿)内容摘要：

13 The executive summary reflects the channel sales per customer segment as well as key financial ratios Backup 14 The costtoconnect output provides a break down of cost elements being necessary to gain a new customer Backup 15 In the product summary, the sales per channel are subdivided into the product mix per sales channel Backup 16 Through the integrated control elements, the client will be enabled to examine sensitivity analyses to answer critical whatif questions . . . Answers • Identification of critical success factors • Sensitivity of sales channels concepts due to changes of different parameters Customer service Billing Margin (discount on airtime revenue) Bad debt Customer retention Handling cost Channel share of total market Maximum market share of Retevisi243。 n Channel coverage of customer segments Churn rate (fixed/mobile) Boni (fixed/mobile) Subsidy (fixed/mobile) Control panel Sensitivity analyses 100% 200% Whatifanalyses (1) 17 . . . in order to perform a proactive channel management Whatifanalyses (2) Typical issue What happens if personnel cost increase with 5 % p. a.? What will the impact on channel X profitability be, if we reduce churn by 10 %? How is profitability affected if we increase missions by 10%? How is channel X affected if we change the product mix? What is the impact on other channels if we increase sales in channel X with 10 %? How is our result affected if we can increase prices by 5 %? General costs Churn Channel specific costs Product mix Channel elasticity Revenues Defined parameters Cost of goods sold Salaries Other personnel cost Advertising and promotion cost Channel specific churn rate Commission Bad debt Customer retention Handling cost Margin Customer care Channel specific product mix (10 product groups) Channel specific elasticity How is our result affected if we can increase prices by 5 %? 18 rbAdressen ARGENTINA Roland Berger y Associados . International Management Consultants Tte. Gral. . Peron 346 Piso 5176。 1038 Buenos Aires Phone ++5413 42 14 98 Fax ++5413 45 57 58 AUSTRIA Roland Berger amp。 Partner International Management Consultants Freyung 3/2/10 A1010 Vienna Phone ++43153 60 20 Fax ++4315 36 02 60 BELGIUM Roland Berger amp。 Partner International Management Consultants 100, Boulevard du Souverain B1170 Brussels Phone ++3226 79 01 70 Fax ++32。