the end to salesmanagement
DESCRIPTION
Recessie, veranderende vraag, veranderende omstandigheden en middelen maken het salesvak anders, spannender en vragen om meer professionaliteit. Deze presentatie laat zien wat de veranderingen voor impact hebben op de (rol van de) verkoper.TRANSCRIPT
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SALESPOWER the End to Salesmanagement as we know it
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Mihaly Laszlo
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1
1. CANDY SHOP 4:16
2. 4 MINUTES 4:04 FEATURING JUSTIN TIMBERLAKE AND TIMBALAND
3. GIVE IT 2 ME 4:48
4. HEARTBEAT 4:04
5. MILES AWAY 4:49
6. SHE’S NOT ME 6:05
7. INCREDIBLE 6:20
8. BEAT GOES ON 4:27 FEATURING KANYE WEST
9. DANCE 2NIGHT 5:03
10. SPANISH LESSON 3:38
11. DEVIL WOULDN’T RECOGNIZE YOU 5:09
12. VOICES 3:39
13. 4 MINUTES (PETER SAVES NEW YORK EDIT) 4:56 FEATURING JUSTIN TIMBERLAKE AND TIMBALAND
14. 4 MINUTES (JUNKIE XL REMIX EDIT) 4:39 FEATURING JUSTIN TIMBERLAKE AND TIMBALAND
15. GIVE IT 2 ME (PAUL OAKENFOLD EDIT) 4:59
16. RING MY BELL 3:53
produced by WTCH Improving Performance
1
1. CANDY SHOP 4:16
2. 4 MINUTES 4:04 FEATURING JUSTIN TIMBERLAKE AND TIMBALAND
3. GIVE IT 2 ME 4:48
4. HEARTBEAT 4:04
5. MILES AWAY 4:49
6. SHE’S NOT ME 6:05
7. INCREDIBLE 6:20
8. BEAT GOES ON 4:27 FEATURING KANYE WEST
9. DANCE 2NIGHT 5:03
10. SPANISH LESSON 3:38
11. DEVIL WOULDN’T RECOGNIZE YOU 5:09
12. VOICES 3:39
13. 4 MINUTES (PETER SAVES NEW YORK EDIT) 4:56 FEATURING JUSTIN TIMBERLAKE AND TIMBALAND
14. 4 MINUTES (JUNKIE XL REMIX EDIT) 4:39 FEATURING JUSTIN TIMBERLAKE AND TIMBALAND
15. GIVE IT 2 ME (PAUL OAKENFOLD EDIT) 4:59
16. RING MY BELL 3:53
• pro-actief• denkt vooruit• daagt uit• gebruikt haar lichaam• continue innovatie
maar... kan niet zingen!
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• consistent in aanbod• geïnteresseerd in hun
klanten• ‘present’ - je ontloopt ze
niet• willen liever dat jij hen
mag, dan dat je iets koopt....
maar... de koffie is niet echt lekker!
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• consistent in aanbod• geïnteresseerd in hun
klanten• ‘present’ - je ontloopt ze
niet• willen liever dat jij hen
mag, dan dat je iets koopt....
sales power
• pro-activiteit• vooruitdenken• continue innovatie• daagt uit• gebruikt haar lichaam
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consistent in aanbod
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klantfocus
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pro-activiteit
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continue innovatie
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RELEVANTIE
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the Internet will eventually eliminate the need for salespeople.....
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SALES2003
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internet labyrinth
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SERVICING NEEDS
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Harvard Business Review:
‘Sales is the last competitive opportunity’
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veel van hetzelfde
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Product
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unreal
Four Seasons Ocean Residences
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green = blue
green buildings
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premiumization
white wasabi chocolate
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unreal
Performing Arts Centre, Abu Dhabi
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unreal
Citycenter, Las Vegas
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RELEVANTIE
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leuker, nieuwer, sneller, beter, hipper, goedkoper,
spannender, geavanceerder, mooier, klantgerichter
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RELEVANTIE
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GUNNEN
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vind je me leuk?
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• product• verpakking• communicatie
Perfect Mix
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maak het verschil
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ZELF POSITIONERING
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• product• verpakking• communicatie
Perfect Mix
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• Blond• Brutaal• Borrel
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RELEVANTIE
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• Bright• Belangrijk• Boeiend• Bindend
• Blond• Brutaal• Borrel
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• pro-actief• denken vooruit• continue innovatie• daagt uit• gebruikt haar lichaam
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daag uit!use that body!
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be present
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MAAK LAWAAI!
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crisis?
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NEW BUSINESSForget it!
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klantfocus
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verstrengeling
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Goed is niet goed genoeg...
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Klanten die switchen van leverancier geven aan dat de leverancier goed was...
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Klanten die hun leverancier als zeer goed bestempelen, zijn het meest loyaal.....
42%
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Echter .... maar 5% vindt de leverancier zeer goed....
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Persoonlijke relaties worden steeds belangrijker
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Harvard Business Review:
‘Customers want personal single contact satisfaction’
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SERVICING NEEDS
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SALES BELEVING
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SALES BELEVINGCOMMUNITY
COMMUNICATIONCO-CREATION
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CO-CREATIE
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ACTIEVE REFERENTIE
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Sales moet professioneler
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• beslissingsbevoegdheid
• klanten business door en door kennen
• ‘advocaat’ zijn voor de klant
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Sales moet professioneler
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45%TRAININGBUDGET
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11
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